The Best AR Lens — Without a Scratch

www.visionmonday.com

JANUARY 21, 2008 VOL. 22 NO. 1 $15 M

Standard Anti-Reflective Lens HOYA SUPER HiVision™

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Scratch Resistance Rating (Bayer Abrasion Values)*

14 n sio s Vi las Hi G ER

1 P 12 SU 2 . 0 1

10 0 . 9 ct te ® ro 8 lon P ef ew T Vi ™ ® A + e t OL ™ liz ra S n ® A Ca sio al s

6 i 6 iV riz eis

. H C Z 0 5 5 5 . . . 0 0 4 0 AR rd da an St

2 2 . 2 0 * Data on file.

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© 2007 HOYA Corporation. All Rights Reserved. SUPER HiVision, HiVision, ViewProtect and Substrate Matching Properties are trademarks of HOYA Corporation. All other trademarks are the property of their rightful owners. Summit Industry voices concerns about FDA Global lens impact testing guidelines. page 8 07VH-819

www.visionmonday.com JANUARY 21, 2008 VOL. 21 NO. 14 $15

MondayThe Newsmagazine for the Eye Care Industry

NEWS Essilor National Sales Meeting

The four-day meeting provided a platform to launch Crizal Avancé with Scotchgard Protector and the Essilor Vision Foundation. page 10

NEWS SEE Chain Eyes Growth With a new president and five-year Sunwear plan, the private-label chain is poised for accelerated growth. on the page 8 A Retail NEWS ‘Road Trip’ • Hilco acquires Attleboro, Mass.-based Sadler Brothers. Map page 8 • NovaMed expands optical From shifting prices that reflect the struggling economy to an ever-increasing products business with $7M desire for improved technology and Rx-able styles, Vision Monday took a “road trip” purchase of The Buying Group. page 14 across the country to visit small and mid-sized regional eyewear providers who • Optical rockers tune up for shared their sunwear business outlooks for the New Year to explore where sunwear April Eye Rock benefit concert. retailing is headed in 2008. See Page 35 page 14

www.visionmonday.com THIS MONTH IN VM VISION MONDAY/JANUARY 21, 2008 5

EDITOR’S NOTE IN THIS ISSUE It Will Be a Good Year—Plan on It News As we move into the New lifestyles and workstyles can be enhanced by Strong participation expected Year, some financial indicators that training of your associates. for Vision-X Dubai Exhibition . . . . 12 – general retail performance Effective demonstrations and displays of prod- Essilor acquires Interstate Optical during the Christmas holidays, uct features and benefits can reinforce those in U.S...... 14 general interest rates, the stock messages. Focused window and case displays Vision Expo West showed attendance 12 market and the subprime can showcase new trends and styles. How often increase for ‘07 ...... 18 mortgage aftermath – are gen- do you update these and how can you plan a reg- Safilo Group names Rick Talmage erating an undercurrent of con- ular infusion of excitement into your dispensary? COO of Solstice Marketing ...... 18 Marge Axelrad cern in some economic circles. What about your Web site? What can you do to Editorial Director WaveTouch Technologies names But as the eyewear and opti- make it fresher, regularly offer ‘new’ features and new management team ...... 20 cal business is tallying the results of another serve as a resource to you and your patients. Scene & Heard strong performance year, it’s important to Today, your Web site is as important as your ‘front Toledo Optical holds practice remember to do one very important thing when door’ and waiting room for making first impres- building session for ECPs ...... 24 18 you consider your business for 2008: PLAN. sions and also reinforcing patient perceptions. Exam Lanes All the fundamentals for strong optical sales are Planning also needs to take into account the 85th SECO International event kicks in place: Patients of all ages who are looking for parts of your operation that may not be visible to off in Atlanta next month ...... 33 modern, contemporary solutions for their vision your patients but only to you and your staff. Retail Dispensary needs. A host of exciting new technologies and These include new systems that track inventory, Launches products. A tremendous range of eyewear fashion and sales and can help you forecast or anticipate at virtually every price point, from value to luxury. what you need and when. They might also Marchon unveils Pucci 24 Preparing your dispensary and your dispensa- include programs to help you manage managed sunwear collection ...... 44 ry team for the influx of new products is hope- care, patient records and recall. REM premieres the Converse fully a part of your regular training routines. Prepare for positive growth, invest for increas- Carbon Hybrid sun line ...... 44 Exciting the consumer with choices for one, es and an enhanced bottom line, and plan your Safilo bows Balenciaga two or even three pairs of eyeglasses for their way to a prosperous New Year. ■■ sun collection ...... 46 Hilary London expands line 46 with readers ...... 33 WHAT’S ONLINE Columns F.Y.Eye ...... 48 Inside the Lab Reliable Optics adds in-house AR . . 49 Business Essentials Extra Exercise caution when 46 garnishing wages ...... 54 Visionmonday.com VMail EXTRA VM Archives OptiStock Opinion Visit our new site, Be ‘in the know.’ Sub- As a VMail EXTRA For the latest stock quotes, Sunwear with substance ...... 56 completely redesigned, scribe to this e-news subscriber, search financial and investment reorganized with search Balance Sheet service. Twice a week beyond the Current news for publicly traded by rank or date, new plus “Breaking News” and Last Issues of VM vision care companies, go navigation and exclusive CooperVision's Parent, The Cooper in HTML. Your sub- to review and access to www.visionmonday.com 58 “On the Web” stories Companies, posts net losses ...... and up-to-date scription lets you access thousands of VM news and click on the Alcon plans new stock repurchase industry news. visionmonday.com stories, special reports OptiStock button program ...... 58 49 features and archives. and company profiles. on the left. TRANSITIONS CONGRATULATES THE 2007 TRANSITIONS LAB OF THE YEAR FINALISTS To see who was named the 2007 Transitions Lab of the Year, go to transitions.com/winner today! ENTERPRISE OPTICAL s&IRST TIMElNALIST s!NNUALINTERNAL4RANSITIONSTEAM BUILDINGTRAININGINCREASEDSALESOF4RANSITIONS®LENSES s%DUCATIONONTHE4RANSITIONS#ERTIlCATEOF!UTHENTICITY %YEGLASS'UIDE 4RANSITIONS /NLINE-ARKETINGTOOLANDMORESUPPORTEDTHEEFFORTSOFEYECAREPROFESSIONALS s3AWAPERCENTINCREASEINSALESOF4RANSITIONS®LENSESOVER

s4WO TIMElNALIST s%XTENSIVEMARKETINGEFFORTS EDUCATIONANDTRAININGINCORPORATED MESSAGESABOUT4RANSITIONS s%XCITINGPROMOTIONS LIKEh2OCKAND2OLL7ITH4RANSITIONS vOFFERED CASHPRIZESFORSALESOF4RANSITIONS®LENSES s%XPERIENCEDMAJORGROWTHINSALESOF4RANSITIONS®LENSES

s3IX TIMENOMINEEAND,ABOFTHE9EAR s4RANSITIONS,EARNAND%ARNMODULESREACHEDMORETHANEYECAREPROFESSIONALS s.EWTRAININGCOURSEEDUCATEDOPTOMETRISTSANDOPHTHALMOLOGISTS s3EVENPROMOTIONS INCLUDINGh(EALTHY(OLIDAYS vOFFEREDREWARDSBASED ONINCREMENTAL GROWTHOF4RANSITIONS®LENSESTHROUGHOUTTHEYEAR 8 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS Industry to Challenge FDA on Drop Ball Regs By Andrew Karp, Manufacturers, International and Con- that edged lenses have reduced strength, the FDA,” she said. “I’m optimistimic Group Editor, lenses and technology sumer Assistance, issued the guidelines and we’re not sure that’s true. they will change the Q&A.” in late October, 2007 in the form of a “Another aspect of the proposed OAA is encouraging its members to ROCKVILLE, draft guidance. The document provides guidance is that lenses that are tested protest the proposed guidelines by send- Md.—Optical the optical industry with questions and can’t be resold,” said Greene. “That will ing comments to FDA as well as to the industry groups answers about the federal regulation for cost consumers millions of dollars and is OAA Legislative Action Center, are voicing con- impact resistant lenses which has been totally unnecessary. We’re taking a http://capwiz.com/oaa/home/, a Web site cerns over new in place since 1972, and updates the strong stance on this issue and look for- the group operates. guidelines for 1987 FDA draft guidance on impact ward to the opportunity of working with OAA president Tom Hicks added, impact resistant resistant lenses. the FDA to help them come up with a “OAA’s position is that we are not pleased lenses drafted The FDA has set Jan. 24 as the dead- better set of guidelines that will address with the Q&A that was just released and by the Food line for industry comments on the draft these issues. We are also working closely and Drug Q&A. A coalition of industry groups with every other national organization.” Continued on page 42 Administration spearheaded by the Vision Council of Bob Dziuban, executive director of (FDA) which America (VCA), including the Optical the Optical Laboratories Association, would require Laboratories Association (OLA) and the said “OLA is working closely with VCA Hilco Acquires lenses to be Opticians Association of America (OAA), and other industry associations to pro- Sadler Brothers drop-ball tested at the place of edging. is preparing to submit comments to the duce a unified response. We will com- The proposed guidelines, once finalized, FDA which challenge some aspects of ment about the need for, and the and PLAINVILLE, Mass.—The Hilsinger Com- could have far-reaching effects on oper- the guidelines and seek to clarify points real-world feasibility of, the various pany (Hilco), based here, has acquired ators of in-office labs as well as on con- that appear to conflict with the regula- changes that would result from imple- Sadler Brothers, a leading supplier of sumers, Vision Monday has learned tion itself. The VCA has requested that mentation of this draft Q&A. OLA, and hand tools, equipment, parts and sup- through interviews with the FDA and the deadline be extended to allow for all industry organizations, share with the plies for eyewear manufacturing, pro- other industry observers. It could create more time to submit comments. FDA the objective of producing eye- cessing, and dispensing. The purchase a financial and practical burden on eye- “We’ve asked the FDA for an exten- wear of outstanding quality and safety. price was not announced. care professionals by requiring them to sion so we can have more time to com- We are very glad to have the opportuni- Located in Attleboro, Mass., seven purchase lens testing equipment, as well ment,” said Ed Greene, CEO of the ty to discuss with the FDA the regula- miles from Hilco, Sadler was founded as force ECPs to outsource lens-finishing VCA . “We think the draft has incorrect tions that will control the production of in 1863 as a jewelry manufacturing processes to third-party laboratories. information concerning the impact test- that eyewear.” company. In the 1920s, the company ECPs that conduct any type of edging ing of edged lenses. It contains many OAA executive director, Catherine evolved into an eyewear component would be viewed as the manufacturer contradictory statements and is very con- Langley, noted there are discrepanicies manufacturer, and later began manu- and be subject to liability. fusing. The Q&A implies there’s an between the FDA Q&A document and facturing optical tools and supplies. The FDA's Center for Devices and issue with eye injuries and broken lens- the actual regulations. “It may just be a Sadler had been continuously owned Radiological Health, Division of Small es, and that’s not accurate. It also implies matter of pointing out irregularities to and operated by the Sadler family for six generations. Sadler president and CEO Tom Sadler has become a director at With New President, New Five-Year Plan Hilco. Several other Sadler staff members have also joined the company. “The addition of Sadler provides Private-Label SEE Chain Eyes Growth more smart optical solutions for our By Cathy Ciccolella valued customers and strengthens our Senior Editor industry leading professional accessories product line,” said Bob Nah- SOUTHFIELD, Mich.—With a new mias, president of Hilsinger. “What’s president and a goal of adding between more, we’re gaining highly experienced, 80 and 100 new locations over the next valuable management talent to assist five years, the 21-store, all-private-label with the next stage of our growth.” SEE chain is starting the new year Richard Golden David Desjardins Sadler will continue to function poised for accelerated growth. independently until operations are As Richard Golden, SEE’s founder and is new SEE president David Desjardins, fully integrated in the first quarter of chief executive officer, told VM, “We most recently chief stores officer for 2008, according to Nahmias. haven’t changed the basic concept of dELiA*s, a New York-based direct mar- ful, as long as you start with a sound con- The Hilsinger Company is a leading SEE: offering our own collections from keting and retail company targeting concept. Dave brings the talent and experi- supplier of consumer and profession- the best frame makers all over the world. sumers aged 12 to 19. Desjardins also has ence necessary to facilitate and steer the al eyewear accessories, protective But now with someone else handling the retail experience with chains such as explosive growth SEE is forecasting. His eyewear, and eyecare products in day-to-day operations, I can concentrate Caché, Express Men’s and The Gap. focus will be building a foundation strong North America and the U.K. In 2007, on the direction of the company, and on “Dave is a savvy marketer who under- and nimble enough to sustain the antici- the company completed four acquisi- making sure the integrity of the SEE stands the principles of being a retail exec- pated growth of the company while stay- tions including Sadler, Franel Optical, brand stays intact as we grow.” utive in a fashion company,” said Golden. ing true to the mission of the brand.” Optical Warehouse, and OnGuard Focusing on those day-to-day operations “And if the retail operations are under Safety, a major supplier of industrial both internally and in the field as of Jan. 7 control, that’s a big part of being success- Continued on page 42 safety eyewear. ■■

10 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS Essilor Unveils Next Generation Crizal Lens New AR product carries 3M’s Scotchgard Protector Brand NEW YORK—Accompanied by the drone of bagpipes, members of Essilor of America’s senior management team donned Scottish kilts to celebrate the launch of Crizal Avancé with Scotchgard Protector at the company’s national sales meeting, held here from Jan. 6 through 9. The four-day meeting, which drew 750 Grady Lenski of Transitions John Carrier, left, and Hubert Optical outlines plans for the Sagnieres, right, flank Finola Essilor salespeople and wholesale distrib- February launch of the new Hughes, the new spokesperson utors from throughout the U.S., also pro- Transitions VI lenses. for the Varilux and Crizal brands. vided a platform for launching Essilor’s Transitions VI lenses, which will be released to eyecare professionals in Febru- ary. Company executives also announced the creation of the Essilor Vision Founda- Essilor executives, left to right, Carl Bracy, John Carrier, Bob Colucci and Mike Daley tion (see sidebar) and a partnership with appeared on stage before attendees wearing Scottish kilts to celebrate the launch of actress and fashion expert Finola Hughes, Crizal Avancé with Scotchgard Protector. Among those who enjoyed the reception at Rockefeller Center’s who will be a spokesperson for the Var- keting an anti-reflective lens known as for their fit and frame, she famed ice rink are, left to right, Essilor’s Peter Zieman, left, caught ilux and Crizal lens brands. FeatherWates Complete Lenses Made was an obvious choice for Don McLeod, Dave Thomas and up with Mike Vitale, also of Essilor, Crizal Avancé with Scotchgard Protec- with Scotchgard Protector. However, the our brand spokesperson. Donna McLeod of McLeod Optical. at the Rockefeller Center party. tor, the flagship of Essilor’s best-selling product is different from Crizal Avancé Her expertise naturally extends beyond appear at New York Fashion Week on Crizal product line, is the result of a with Scotchgard Protector and is part of frame fashion to making the most edu- behalf of Varilux and Crizal, and partici- licensing agreement between Essilor a separate licensing agreement with 3M, cated choice in eyeglass lenses.” pate in national and local media interview and 3M, which owns the Scotchgard according to Essilor. Hughes will be featured in a point-of- to raise awareness of the brands. ■■ Protector brand name. Essilor plans to release Tansitions VI purchase campaign for ECP offices, —Andrew Karp According to Essilor, Crizal Avancé across several major brands, including with Scotchgard Protector lenses combine Varilux, Crizal, Definity, Airwear and the anti-reflective, durability and ease of Thin&Lite lenses. New Essilor Foundation Targets cleaning properties of Crizal Alizé with “Essilor is pleased to partner with the Clearguard lenses and the protective leading provider of photochromic lenses Children’s Vision Problems qualities of Scotchgard Protector. to offer ECPs and their patients a collec- NEW YORK—Essilor of America has created a public, non-prof- “Other lenses smear, smudge and tion of exception products that provide it foundation dedicated to helping people in need obtain access break down over time, losing their clean- the ultimate in visual performance,” said to vision care. Known as the Essilor Vision Foundation, it will ability,” said Carl Bracy, vice president of Bracy. “Through innovating and market- help people achieve better lives through better sight by creating marketing for Essilor of America. “By ing-leading technologies, the brands that and supporting activities that advance good vision and its ben- combining this familiar and trusted ECPs know and trust are now available efits, and offering special help to those who need it most, brand with the number one prescribed in the most advanced photochromic according to Essilor executives, who announced the move ear- anti-reflective lens in the U.S., eyecare lenses to help better preserve the eye lier this week at the company’s national sales meeting here. professionals [ECPs] will be able to sell health of [their] patients.” “Essilor International sees this U.S.-based foundation as a Crizal lenses with greater ease and suc- The Transitions VI Essilor launch will be step in furthering its worldwide activities as a socially respon- cess than ever before, with the help of supported by an extensive marketing cam- sible company,” said Hubert Sagniéres, Essilor’s president, North America and Europe. Scotchgard Protector, a name the con- paign featuring the tagline, “Advanced “By combining the dedication of our employees, our comprehensive network of labs and sumer understands and trusts. Further, visual performance is an event worth see- our strong relationships with eyecare professionals nationwide, we plan to work side-by- ECPs can feel more confident that their ing,” and will be directed to eyecare profes- side with the foundation to improve access to vision care.” customers will continue to experience sionals and consumers throughout 2008. The new foundation, based in Dallas, will concentrate its initial efforts on U.S. school the Crizal ease-of-cleaning benefit until Essilor’s partnership with Finola children. Its first program focuses on educating parents about the need for annual eye they are ready to replace their eyewear.” Hughes, host of the popular Style Net- exams for children through a partnership with schools in Tarrant County, Texas. The foun- Robert M. Chad, business manager, 3M work television show “How Do I dation also plans to work closely with other non-profit organizations such as Lions Clubs Energy and Advanced Materials Division, Look?,” will work with Varilux and International, to find ways to help families pay for eye exams and receive eyeglasses said “Naturally, healthy and comfortable Crizal throughout 2008 to encourage that they might not otherwise be able to afford. eyesight is very important to people. consumers to think about their eyes not “Studies show that one in four children in the U.S. have a vision problem that their Combining the most trusted anti-reflec- only in terms of the fashion statement parents aren’t aware of,” said Audrey Reed, an Essilor executive who has been named tive brand, Crizal, with the advanced their eyewear makes, but by focusing on executive director of the foundation. repellency and protection of Scotchgard the quality of life that good vision health “It affects their reading, learning and behavior in the classroom. Research suggests Protector, to offer an even better solution and premium lenses afford. the percentage of inner-city children with uncorrected vision problems is as high as 50 to customers, represents the essence of “As a busy, working mother with cor- percent. We are developing programs to address these issues so all children, regard- 3M and Essilor’s commitment to enhanc- rected vision, Finola accurately repre- less of their ethnic background or financial status, have an equal change to learn and ing the customer’s quality of life.” sents our core customer base,” said Bracy. become productive members of society.” For the past few years, Luxottica’s “As a fashion expert who helps everyday Essilor has dontated $2 million in seed money to the foundation. More information LensCrafters retail chain has been mar- women make the best wardrobe choices is available through the foundation’s Web site, www.essilorvisionfoundation.org. ■■ HOYA Phoenix

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© 2007 HOYA Corporation. All Rights Reserved. HOYALUX is a registered trademark and Phoenix, HOYA Honors Program, iD LifeStyle, Summit ecp, Summit cd and GP WIDE are trademarks of HOYA Corporation. Trivex is a trademark of PPG Industries, Inc. 12 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS Strong Participation Expected for Vision-X Dubai region” said Helal Saeed Al Marri, direc- be the Vision-X Dubai Fashion Show tor general, Dubai World Trade Centre which will feature the very best in fash- (DWTC), organizer of the event. ion eyewear from around the world. The Rodenstock will again be a platinum show will take place within the exhibi- sponsor. “Vision-X Dubai has joined the tion and run twice daily, showcasing ranks of world leading optical exhibitions brands such as Porsche Eyewear, Davin- that companies need to have in their diary. ci, Puma Eyewear, Lacoste, Spy Optic It is definitely a great show to develop and many more. more sales, increase market share and Running alongside the exhibition will make new contacts in this fast-developing be the 3rd edition of the Vision-X Dubai region” added Ignatio Torres, sales direc- Conference, which is co-organized by tor, Nikon, Kuwait. Other brands being DWTC and the Emirates Medical Asso- showcased at this year’s event include ciation Ophthalmic Society (EMAOS). Giordano, Laura Ashley, Levis, Paparazzi, This two-day conference will be the Last year’s Vision-X Dubai Show was well-attended. national suppliers, boosted by the largest Porsche Design and Puma Eyewear. first in the Gulf region to cater purely to DUBAI—Reflecting the growth of the ever staging by the German pavilion, The show is introducing two new sec- optometrists. Renowned speakers from Middle East market, organizers are and for the first time ever at the event, tions within the exhibition. Vision-Opti- around the world will cover topics such reporting the largest exhibition ever for an Italian pavilion. This year, there will care will facilitate the needs of medical and as basic optometry and refraction, clini- next month’s Vision-X Dubai 2008, the be over 160 companies from 27 countries technical professionals in the mid level cal optometry, contact lenses and low 9th Optical and Ophthalmic Exhibition exhibiting their products and services. eyecare industry, showcasing the latest in vision. All attendees will be accredited and Conference for the optical and oph- “The strong support received from ophthalmic, optometric and technical with a Certificate of Continuing Medical thalmic industry to be held from Feb. the broad selection of equipment manu- equipment, instruments and machinery. education and professionals can register 18 to 20 at the Dubai International Con- facturers and healthcare providers for Vision Lifestyle will cater to the fashion for the conference on line at www.vision- vention and Exhibition Centre. Vision-X Dubai has further affirmed the industry featuring branded eyewear as well x.com. Vision-X Dubai Conference is Organizers say that this year’s event events position as the leading oph- as unique international designs. organized by Emirates Medical Associa- received strong endorsement from inter- thalmic and optical platform for the Also for the first time at the event will tion Ophthalmic Society (EMAOS). ■■ VR HDV\ WR F HDWH

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14 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS Essilor Acquires Interstate Optical in U.S. CHARENTON-LE-PONT, France— employees and serves eyecare professionals downstream integration policy. Essilor said approximately $5 million and distributes Essilor of America, Essilor International’s in 32 states. The lab was owned by the Art it will gradually increase its share in Unilab Essilor products, including the Varilux U.S. subsidiary, has expanded its prescrip- family. Interstate’s management team, head- to 51 percent by early 2011. range. Unilab will continue to be headed tion laboratory network in the U.S. with ed by John Art, president, Rob Art, vice Unilab generates full-year sales of by its current management. ■■ the acquisition of Interstate Optical, an president and Debbie Art, secretary/treasur- independent wholesale laboratory head- er, will remain in place, according to Essilor. Gray to Retire from Highmark quartered in Mansfield, Ohio. The pur- In addition, Essilor has acquired a stake chase price was not announced. in Unilab, a prescription lab in northeastern PITTSBURGH, Pa.—Robert Gray, and chief financial officer in 1998. Interstate was ranked the fifth largest Brazil. Although Essilor has been present Highmark Inc.'s executive vice presi- Stated Dr. Kenneth Melani, High- independent U.S. wholesale lab in Vision for more than 20 years in Brazil through a dent of finance and subsidiary services mark president and chief executive offi- Monday’s 2007 Top Labs Report, with Rx distribution subsidiary, one plant and five and chairman of Highmark’s Vision cer, “In 2003, Bob assumed additional sales of $24.9 million. Interstate, which oper- lens treatment centers, Unilab represents Group, retired on Jan. 2, 2008. responsibilities and was promoted to ates a branch in Indianapolis, has 210 its first local acquisition in line with its His retirement comes after 20 years of executive vice president, finance and service, the company noted. Gray began subsidiary services. He was instrumental NovaMed Expands With his career in 1973 with Capital Blue in the expansion of Highmark’s vision Cross; in 1987 he joined Pennsylvania subsidiary businesses which include the Blue Shield as vice president, private acquisition of Viva Optique and Eye Buying Group Purchase business operations–East. After the Care Centers of America (ECCA).” CHICAGO—NovaMed (Nasdaq: NOVA) president and chief executive officer. merger of Pennsylvania Blue Shield and As previously reported, Frank has acquired The Buying Group, a Min- Added Hall, “This acquisition solidifies Blue Cross of Western Pennsylvania in Rescigna will assume the role of presi- neapolis-based optical products purchas- NovaMed’s position as one of the leading 1996, he was promoted to vice president, dent and CEO of Viva in January; David ing organization, on Dec. 31 for approxi- optical products purchasing organizations finance, at Highmark. He ultimately Holmberg will become president and mately $7 million. in the nation. We look forward to the con- became senior vice president, finance, CEO of ECCA in January as well. ■■ “With over $24 million in gross sales tinuing growth of our optical products and approximately $2.4 million in net rev- business.” NovaMed also has majority enue, The Buying Group represented an ownership interests in 34 surgery centers Optical Rockers Tune Up for NYC Concert, attractive acquisition opportunity for us,” in 17 states, and owns and operates two said Thomas. Hall, NovaMed’s chairman, wholesale optical labs. ■■ Eye Rock Show to Benefit Gift of Sight NEW YORK—Rock Optisales’ Dean Friedman, musicians from throughout the opti- Firm’s Co-Founder, Dies at 49 cal industry are tun- ing up in preparation ATLANTIC BEACH, N.Y.—Dean M. according to Opsales. for a special concert Friedman of Opsales, died unexpectedly Friedman was an avid sport fisherman here on April 10 to on Jan. 5 of natural causes at his home and accomplished boat captain. He is raise money for The Gift of Sight Founda- here. He was 49 years old. survived by his father, Sidney Friedman, tion. The show, billed as Eye Rock, will fea- The OffAxis band rehearsing during International Friedman was co-founder of Opsales, of Oceanside, N.Y. and his mother, ture the OffAxis band along with more than Vision Expo West last October. Pictured, left to an Island Park, N.Y. manufacturer of Myrna Goodman of Boca Raton, Fla. 20 guest performers representing a broad right, are Robert Schanbaum, Bill Gerber, Steve polarized clip-on sunglasses and optical Funeral services were held at River- spectrum of industry manufacturers, whole- Santinelli and Calvin Howell. products. During his 27-year tenure at side Memorial Chapel in Hewlett, N.Y. salers and retailers. Special guests Bad Habits, the Eye Docs of Rock, will also perform. Opsales he created 20 patented optical on Jan. 11. In lieu of flowers, donations Organizers of the event are seeking corporate sponsorship. To date, sponsors include products, and was responsible for con- can be made to the American Heart Allergan, Charmant, Ciba Vision, CooperVision, Gadge USA, Jobson Medical Information, tributing to numerous other patents, Association in Friedman’s memory. ■■ Ocuco, Seiko/Pentax and Vision-Ease Lens, according to Steve Santinelli, IT product manager for Santinelli International, who is producing the show. Eye Rock grew of out a series of informal rehearsals Santinelli organized over the past Martial Gagne Named President of several years at Vision Expo East and West. The core group of musicians who partici- pated in the sesssions evolved into the OffAxis band. In addition to Santinelli, a guitarist Canada’s New Look Eyewear Chain and singer, the band includes Bill Gerber, drums, Calvin Howell, bass guitar and vocals, Andy Karp, guitar and vocals and Robert Schanbaum, keyboard and vocals. MONTREAL—Martial Gagne recently took over as president of New Look Eyewear, the oper- Eye Rock will take place April 10 at the China Club, 268 W. 47th St., from 8:30 to 10:30 ating subsidiary of Benvest New Look Income Fund that operates about 50 optical stores p.m. Tickets will be sold on-line at www.givethegiftofsight.org beginning Feb. 1. Tickets are in Quebec and Ontario. Gagne, formerly New Look’s senior vice president and chief operat- $50 each when purchased on-line through April 8. Tickets at the door, if available, will be $75. ing officer, has been with the company since 2001; in his new role he will be responsible “We highly recommend purchasing tickets in advance,” advised Santinelli. “Tickets for the chain’s day-to-day operations and principal activities, an announcement said. will be available at the door only if we haven’t sold out the venue in advance.” Gagne succeeds Emmett Pearson as New Look’s president; Pearson is now chairman, For more information about sponsoring the event, contact Susan Knobler, Give the and will continue to represent New Look within Canada’s eyecare industry while retaining Gift of Sight, (513) 765-6248, or [email protected]. his responsibilities as a trustee of the Fund and a director of New Look. Give the Gift of Sight is a family of charitable programs providing free vision care and eye- Gagne is also the current president of the Fondation des Maladies de l’Oeil, a char- wear to underprivileged individuals in North America and in developing countries around the ity associated with the eyewear industry in Quebec fighting against eye diseases. ■■ world. Through 2007, Gift of Sight programs have delivered free eyecare to more than six million people on five continents and in hundreds of communities across North America. ■■

18 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS Sàfilo Names Talmage COO of Solstice Marketing PADOVA – Sàfilo retail locations and store roll-outs, as well served as West Coast regional account phase, says Claudio Gottardi, CEO of Group (SFL.MI), as directing a strong retail management manager for Giorgio Armani Fashion Sàfilo Group and Solstice Marketing Con- has appointed Rick team comprised of field operations led Corp. and later as director of retail devel- cepts, LLC. “His proven track record as a Talmage, to the by Jan Michel, vice president of stores (a opment for Hugo Boss Fashion Inc. retail executive combined with his fashion position of chief newly created position that was added in “Rick has the experience and skillset and accessories industry experience operating officer of July 2007), merchandising, product plan- to lead and further establish Solstice and makes him the perfect addition to our Rick Talmage Solstice Marketing ning and assortment, finance and loss Sunsights by Solstice as the two preemi- senior management team.” Concepts, LLC prevention. He will also work closely nent retailers in the upscale sunwear spe- Talmage fills the role held by Ed (SMC), a privately held retail subsidiary with the marketing, public relations, cialty category as both brands continue to Jankowski, who left the firm earlier this of the global eyewear manufacturer. human resources, accounting and IT expand during this important growth year. ■■ Talmage, a seasoned retail and fashion departments which are managed by Sàfi- executive, will oversee the day-to-day lo USA, the U.S. subsidiary of Sàfilo International Vision Expo West operations and growth of the New York Group, located in Parsippany, N.J. City-based company’s two luxury sun- Talmage Rick joins the company from Showed Attendance Increase wear specialty chains: Solstice Sunglass Tumi, Inc., the luxury travel and acces- Boutique and Sunsights by Solstice (a sories brand, where, as vice president of NORWALK, Conn.—International Vision “While the switch to early October newer retail concept targeted to a retail development and global e-com- Expo show management released audited dates provided challenges on some younger customer base), as well as the merce since 2003, he was responsible for attendance and demographic figures for fronts, overall we are pleased with the company’s Solstice Sunglass Outlet all direct-to-consumer businesses, International Vision Expo West, which solid attendance.” said Deborah stores. The company currently operates including domestic full price, outlet and took place in Las Vegas from Oct. 3 to 6, Malakoff, vice president trade shows, a total of 114 retail locations in major international stores, as well as global e- 2007. This year’s total show attendance, Vision Council of America. “Vision Expo U.S. cities nationwide with plans for a commerce business. which includes exhibit hall visitors and West will be in this new time frame for substantial increase during 2008. Talmage began his career as a buyer conference attendees, totaled 13,210. the 2008 and 2009 events. We are com- Talmage’s responsibilities as COO will and merchandise manager for Nord- “International Vision Expo continues mitted to Las Vegas and are working include securing and overseeing new strom in Northern California. He then to grow and thrive as the single most rel- with our partners to strengthen the event evant event for the entire ophthalmic for both attendees and exhibitors.” community,” said Tom Loughran, event The audit revealed that 38 percent of director for show manager Reed Exhibi- attendance represents the Pacific region; tions. “And, specifically, the attendance and 15 percent is from the Mountain growth in the continuing education pro- region—followed closely by 13 percent gram solidifies the Vision Expo position of overall attendance from outside the as the largest CE provider in the U.S.” U.S. The remainder, 34 percent, repre- In 2007, the final audited figures show sents the eastern and midwestern sec- 4,471 conference participants and 8,681 tions of the U.S. exhibit hall attendees. The overall atten- The full audit report for International dance of 13,210 represents a slight Vision Expo West is available online at increase over the 2006 total of 13,180. www.visionexpowest.com. ■■ Staar Surgical Completes Purchase Of Interest in Japanese Venture MONROVIA, Calif.—Staar Surgical milestone for Staar Surgical,” Barry Join Our Group. (Nasdaq: STAA) recently completed the Caldwell, Staar’s president and chief purchase of the interests of all other executive officer, said, “While Canon shareholders in Canon Staar Co., the joint was a positive strategic partner of ours This opportunity allows you to: venture formed by Staar, Canon (NYSE: for nearly 20 years, our agreements with • CAJ) and Canon Marketing Japan in 1988 them created some significant limita- Receive dramatic savings through significant company buying power. to develop, manufacture and sell in Japan tions regarding potential strategic • Benefit from national and regional cooperative advertising. products using Staar’s technology. Canon options and those are now removed. We • Experience ease of operation through a comprehensive business Staar, which generated $10.4 million in now have a direct marketing and selling operating system. revenue during fiscal 2006, has been presence in Japan, one of the largest • Utilize customer-generating activities that build traffic and renamed Staar Japan and is now a wholly ophthalmic surgical markets in the increase profits. owned subsidiary of Staar operating world. At its current sales levels, we con- • Participate in point-of-sale customer retention programs. directly in the Japanese market. tinue to expect that Staar Japan will add • Participate in exclusive group vision plans. At closing, Staar paid the Canon com- in excess of $12 million of revenue to panies $4 million in cash and 1.7 mil- Staar Surgical in 2008. In addition, the lion newly issued shares of preferred acquisition gives Staar exclusive control Call 1-800-856-9664 for a free DVD on how you can affordably add stock for their 50 percent interest in the over the rights to use our patents and these benefits to your existing optical business. Japanese venture. other proprietary technology in Japan, Describing the transaction as “a major China and worldwide.” ■■

20 VISION MONDAY/JANUARY 21, 2008 IN THE NEWS www.visionmonday.com

NEWS VIEWS WaveTouch Technologies Names New CEO SAN JOSE, Calif.—John Ferro has strategic goals of making wavefront-guid- ident, with primary responsibilities in Ferro said the company’s WaveTouch been appointed chief executive officer ed contact lenses a market reality as well the areas of business development, sales lenses, “made for each individual of contact lens supplier WaveTouch as marketing a full line of CLs, I am and marketing. Malcolm McLaughlin, patient from aberrometry measure- Technologies. In his new role, he will be delighted to state that John Ferro has another WaveTouch founder, continues ments taken in their practitioner’s fully responsible for the commercializa- agreed to serve as our CEO. as chief financial officer. office,” are currently in Beta testing, tion of the company’s wavefront-guided John has been a management leader in In addition, Sandra Zuccaro-Keyes, a with market rollout planned for “the contact lens programs along with the the ophthalmic industry for over 25 years licensed master optician, was named very near future.” day-to-day requirements of running its and has expertise in all aspects of optics executive director of professional servic- “We at WTT are confident that this other contact lens and research business- including wavefront guided lenses.” es at WaveTouch, and Gary Klein, OD, technology will soon be benefiting doc- es, an announcement said. Also at WaveTouch, industry veteran currently in private practice in San tors and their patients in the U.S., later Noted WaveTouch chairman Vincent Kevin Bligh, a founder of the company, Diego, has been retained to work as a to follow throughout the world,” accord- Zuccaro, OD, “In keeping with our has been appointed executive vice pres- clinical research consultant. ing to Ferro. ■■ Nouveau, American Forests Eyewear Designs Ltd. Signs Sign Licensing Agreement Agreement With Hershey DALLAS—Nouveau Eyewear has Nouveau Eyewear will plant a tree “The Hershey’s American manufacturer of entered into a licensing agreement with through the American Forests’ Global chocolate and sugar confec- American Forests for a line of environ- ReLeaf project for every Global ReLeaf brand has been tionery products and markets mentally conscious eyewear called the frame purchased. Founded in 1875, synonymous with such brands as Hershey’s, Global ReLeaf collection to launch in American Forests is the nation’s oldest Reese’s, Hershey’s Kisses, February 2008. non-profit citizens’ conservation group. quality since it’s and Ice Breakers. “We are always striving to become a In 1988, the organization launched the inception in 1894.” “We are extremely excited greener business, from the paper we use Global ReLeaf project to help slow glob- —Andrea Gluck about working with the Her- for our business cards and letterhead to al warming and to date has already shey’s brand,” said Andrea our company-wide recycling efforts,” said planted over 25 million trees. Gluck, co-president of Eye- Marj McGraw, Nouveau’s co-president. The Global ReLeaf Eyewear collection wear Designs. “The Her- “The Global ReLeaf Eyewear collection will include casual men’s, women’s and shey’s brand has been syn- provides another way for Nouveau to sup- unisex designs ideal for healthy, out- onymous with quality since it’s inception in 1894.” “The Global ReLeaf Eyewear collection The Hershey’s Eyewear provides another way for Nouveau to collection will be targeted toward children and the initial support a sustainable future. SYOSSET, N.Y.—Eyewear Designs collection, which will launch in the Spring —Marj McGraw Ltd. has signed a multi-year license of 2008, will include nine optical styles agreement with The Hershey Company with interesting design elements and eye- port a sustainable future. This industry as a door lifestyles (NYSE: HSY) for the worldwide distri- catching colors. Each frame will come whole produces so much paper in POP and focusing on light- bution of Hershey’s Eyewear. The Her- with a distinctive brown case that rein- marketing materials, we wanted to bring weight constructions made primarily of shey Company is the largest North forces Hershey’s brand heritage. ■■ awareness to the problem. It is a total pack- metal and stainless steel. Nouveau will age that people really need to start thinking support the launch of the collection about. We’re honored to work in partner- with a complete marketing program 21st Century Optics ship with an organization that has such his- and merchandising pieces printed with toric roots and forward-thinking goals.” environmentally-friendly ink and recy- Reorganizes Management Team Under the terms of the agreement, cled paper. ■■ LONG ISLAND CITY,N.Y.—The board of direc- The other members of the 21st Century’s tors at 21st Century Optics, a major New management team, including another broth- Advanced Medical Optics to Relocate York City ophthalmic laboratory, has appoint- er, Mike Woythaler, vice president of produc- ed president Ralph Woythaler chief executive tion, and Anthony Fulco, vice president of Laser Manufacturing Facility officer. He previously served as president. sales and marketing, remain in place. His brother, Bernard Woythaler, who had 21st Century Optics is an Essilor partner IRVINE, Calif.—Following its acquisition of one location and to maximize opportunities served as vice president of operations, has lab. The lab specializes in custom prescrip- IntraLase in 2007’s second quarter, to leverage core strengths,” according to a been appointed president. In addition, his son, tion eyeglass lenses, as well as anti-reflec- Advanced Medical Optics (NYSE: EYE) now filing by Advanced Medical Optics with the Robert Woythaler, who had served as director tive GlareFREE coatings, mirror coatings, plans to relocate production of the femtosec- Securities and Exchange Commission. of customer relations, takes over the respon- and fashion coatings. The lab was founded ond laser from a former IntraLase manufac- The company also plans to transfer sibilities of vice president of operations. in 1967 as Eye-Glasses, Inc. by Julius Tart turing operation here to its excimer laser assembly of IntraLase disposable patient “In keeping with its 40-year history this and Ralph Woythaler and was originally and phacoemulsification manufacturing facil- interfaces from the Irvine plant to AMO’s succession assures a Woythaler family located in Manhattan. Woythaler bought ity in Milpitas, Calif. The move is being made facility in Puerto Rico, “to obtain addition- member will be at the helm for many more the company from Tart in 1985 and moved “to consolidate equipment manufacturing in al synergies.” ■■ years,” said Ralph Woythaler. it to Long Island City in 1987. ■■ 5^a_PcXT]cbST\P]SX]VcWTQTbc £°Ç{

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Kenmark Awards Top Sales Reps Charmant Appoints Friedman paigns for Live Eyewear’s optical division. group of accounting/consulting firm LOUISVILLE, Ky.—The Kenmark West Coast Regional Manager "We are very pleased to have Michelle Rothstein, Katz & Co. Both Ross and Group has honored its top sales represen- MORRIS PLAINS, N.J.—Charmant join the marketing team. Her previous Siegel have been directors of Emerging tatives for outstanding USA has named Barry experience in developing and imple- Vision since July 2004. performance in 2007. Friedman to the posi- menting marketing programs for high In addition to his re-election to the The Sales Repre- tion of West Coast quality, custom designed consumer board, Ross has been increasing his sentative of the Year regional manager. goods has positioned her to effectively stake as a shareholder of Emerging distinction was award- Friedman will be provide our retail customers with new Vision in recent weeks. Since Nov. 20, ed to Mindy Bernstein responsible for Char- merchandising options and strategies 2007, Ross has made 10 purchases of the for the second year in mant’s West Coast sales that will help them maximize their company’s stock, acquiring a total of just Mindy a row for her on-going Barry region overseeing 14 OveRx sales potential, ” said vice presi- over 530,000 shares through those pur- Bernstein dedication to Kenmark Friedman sales representatives. dent of marketing, Dave Dean. chases and bringing his total holdings in and strong performance in sales through- Previously, he held sales management “I am excited to join the Live Eyewear Emerging Vision to 8.45 million shares, out the year. Pat Gantt was also honored positions at Maui Jim and Marcolin, in team; it is inspiring to be part of a compa- according to a filing with the Securities for the second year in a row with the addition, to six years spent at Neostyle. ny that is the market leader in product and Exchange Commission. Consistent Exceptional Performance quality and innovation, and also continues A proxy for the company’s annual honor. The Most Improved/Extra Effort Live Eyewear Names McIntire to focus on delivering the highest level of meeting, filed with the SEC on Nov. 21, award was presented to Robert Sherrill. Optical Marketing Manager customer service and loyalty. I look for- indicated that at that point Ross owned Loretta Simeon was recognized for an SAN LUIS OBISPO, Calif.—Live ward to continuing this tradition and the 7.9 million shares of Emerging Vision’s outstanding first year at Kenmark with Eywear has named opportunity to discover new ways to help stock, representing 6.3 percent of the the Rookie of the Year award. Michelle McIntire to our customers maximize their sales in the firm’s outstanding common shares. “Congratulations to Mindy Bernstein the position of optical OveRx category,” said McIntire. and all of our 2007 Sales Award winners marketing manager for Clark Resigns as for their outstanding achievements,” the company. McIntire ECCA Veteran Doug Shepard NovaMed’s Executive said Bart Floyd, vice president of sales. is responsible for exe- Resigns as Executive VP/CFO, VP/Chief Revenue Officer “We congratulate and thank each of our cuting the marketing Succeeded by Jennifer Kelley CHICAGO—Jack M. Clark, Jr., execu- sales representatives for their success Michelle promotions, public rela- SAN ANTONIO—Doug Shepard— tive vice president and chief revenue offi- and commitment to Kenmark.” McIntire tions and branding cam- executive vice president, chief financial cer of NovaMed (Nasdaq: NOVA) officer, secretary and treasurer of the Eye resigned on Dec. 17. Care Centers of America chain since Clark joined the company in 2006 from November 2004—resigned from ECCA, Matria Healthcare (Nasdaq: MATR). effective Dec. 29. NovaMed has not yet announced a Jennifer Kelley, ECCA’s vice presi- replacement for Clark. dent/controller since December 2004, has been named to succeed Shepard as Advantica EyeCare Appoints EVP/CFO. Director of Network Management Shepard “will be pursuing an opportu- CLEARWATER, Fla.—Managed-vision nity outside the optical industry,” firm Advantica EyeCare recently according to a Dec. 18 filing by ECCA appointed Dan Fred- with the Securities and Exchange Com- man its director of net- mission. After joining the company in work management, March 1995, Shepard was named VP of responsible for strate- finance and controller two years later. gic planning, direction He has also served as CFO and treas- and management of urer of Highmark’s vision holding com- Advantica’s national pany, HVHC, since September 2006, provider network of according to ECCA’s most recent annual Dan Fredman eyecare practitioners. report. ECCA was acquired by HVHC “Strategic management of our net- in August 2006. Kelley joined ECCA in work, its operation and development, is June 1997. key as we continue to grow and add new members,” said Richard Sanchez, Shareholders Re-elect Advantica’s president and chief execu- Emerging Vision Directors at tive officer. “Our members will have the Annual Meeting freedom to choose from a growing num- GARDEN CITY, N.Y.—Shareholders ber of credentialed independent and of Sterling Optical parent Emerging retail optical providers nearby their work Vision (OTC BB: ISEE.OB) re-elected and home.” three directors to the company’s board at Fredman has 15 years’ experience in Emerging Vision’s annual meeting. managed care, health plan operations Re-elected to two-year terms as direc- and network management, according to tors were Alan Cohen, OD, chairman of Advantica. Prior to joining Advantica, he the firm’s board since May 2002; Harvey was responsible for the start-up and Ross, founder and former chairman of operations of Medical Funding Services, Viva International; and Seymour Siegel, a Rockville, Md.-based healthcare finan- a principal in the business consulting cial services company. ■■ Bringing Value to Your Boards

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SCENE AND HEARD

ATTAINING LEADERSHIP SUN, SURF AND SALES Toledo Optical Holds Practice Charmant USA Holds Annual Building Session for ECPs Sales Meeting in Mexico

MAUMEE, Ohio—Toledo Optical sponsored a day-long practice-building event here for approximately 300 eyecare professionals with an emphasis on customer service and an in-depth look at important issues in today’s competitive marketplace. According to Toledo Optical’s vice president Participating in the afternoon panel Jeff Szymanski, “Eyecare professionals today discussion are, left to right, Tom face an enormous challenge in trying to be suc- Bowen, Williams Group, Mark cessful in today’s very hyper-competitive mar- Topolewski, OD, Mark Pifer, OD, Tim Betton and Bob Layman, OD. ketplace. We at Toledo Optical are so very proud of the strong relationships that we have with our customers, and the fact that over 300 MORRIS PLAINS, N.J.—Charmant USA held its 2007 national sales meet- ECPs from 60 offices joined us for an intense ing at the Moon Palace Resort and Golf Club in Cancun, Mexico. day of training and inspiration, showing that for The three-day event was kicked off with a display of 2008’s new products many, the commitment to excellence is as from the Charmant, Aristar, Elle, Esprit, Lacoste and Nodoka collections, with strong as ever.” a fashion show capping off the introduction of the 2008 sunglass collections Billed as “Attainment 2007: Leadership featuring four models wearing sunwear from ELLE, Esprit and Lacoste. Vision Inspiration,” the event kicked off with Harry Aida, president of Charmant USA, then proceeded with a review of The room was packed with more than an opening address from Mark Mattision- the 2007 business and outlined the company’s strategy for 2008. Aida also 300 ECPs for the day-long session. Shupnick, Jobson Medical Information’s acknowledged that 2008 is the company’s 25th anniversary in the US. director of marketing, education and training, on the state of the optical indus- The meeting ended with an “Oscar” themed awards dinner where Dennis try. Tom Richard, syndicated business columnist and marketing consultant, Davis, vice president of sales presented the Sales Rep of the Year award to continued with an exploration of re-establishing the lost art of providing excep- Francesca Ilaria, sales representative for the Northern New Jersey market. Barry tional customer service. After a break for lunch, a panel discussion followed, Mazel, the Northeast regional manager, received the award for Region of the Year. featuring a lively mix of ECPs including Mark Pifer, OD, Bob Layman, OD, Tim Betton, and Mark Topolewski, OD. The event wrapped up with a presentation by Tom Bowen of the Williams Group. “On many levels, Toledo Optical's customers have truly achieved higher lev- The Cooper Companies Sees els of success through their participation in practice building initiatives such as this “Attainment 2007,” Szymanski said. CL Growth Strongest in Asia Toledo Optical, established in 1947, is a family owned and operated whole- PLEASANTON, Calif.—Executives of of total volume to 39 percent during that sale optical laboratory located in Toledo, Ohio. Toledo Optical fabricates cus- CooperVision parent The Cooper Compa- five-year period, while sales of soft CLs in tomized ophthalmic eyewear for the independent opticians, optometrists and nies (NYSE: COO) see the strongest Europe are seen declining from 28 per- ophthalmologists in Ohio, Michigan, Indiana, and Pennsylvania. growth potential for global contact lens sales cent of the global market to 23 percent. coming in the Asia Pacific region of the In fiscal 2007, CooperVision’s sales in world, according to a presentation by the the Asia Pacific region grew 21 percent NEWS VIEWS company to the investment community. to $130 million; the company’s sales in In the presentation, Cooper predicted the Americas were up 2 percent, to $357 that in the five years between 2006 and million, while sales in Europe rose 13 TLCVision Names Larry Hohl 2011, industry sales of soft CLs in Asia percent to $309 million. would grow from 30 percent of total vol- As previously reported, CooperVision’s President, Refractive Centers ume to 38 percent of the global market. overall 2007 revenues were $796 million, Sales in the Americas, on the other hand, representing 84 percent of the parent ST. LOUIS—Larry Hohl joined PepsiCo and Nike, according to TLCVision. are projected to decrease from 42 percent company’s total volume. ■■ TLCVision (Nasdaq: TLCV) on Jan. 14 Michael McEnaney, formerly TLCVi- as president, refractive centers, reporting sion’s executive vice president and chief to Jim Wachtman, the company’s presi- marketing officer, is leaving the company to Mary Louise Benedict Dies at 82 dent and chief executive officer. join TopRight Partners, a marketing strate- DALLAS—Mary Louise Benedict, wife wife Taylor; step-daughter, Donna In his new position Hohl will have gy consulting firm; he will continue to work of Bill Benedict, passed away on Jan. 7. Benedict; grandchildren, Craig Thomas, responsibility for all of TLCVision’s refrac- on projects with TLCVision in the future, She was 82 years old. Known to family Michelle Riley, and Nicholas Benedict; tive centers’ business functions, including the announcement said. Marketing respon- and friends as Tweezie, she was involved step-grandchildren, Gary Reeder, David sales, marketing, operations, clinical services sibilities for the company will now be han- in the social aspects of two of Bill Bene- Reeder, Julie Milette, Robert Reeder, and professional relations, an announcement dled by Beth Rogers, VP of marketing, and dict’s most successful optical companies, and Mikal Reeder; sister, Jennie Kattes, said. Hohl has more than 30 years of opera- Jim Brocato, VP of professional relations. Omega Optical and Pearle Optical. and many nieces and nephews. tions management experience, as well as Rogers joined TLCVision in May She is survived by husband, Bill A funeral service and burial was held sales and marketing experience, with com- 2007, Brocato in August; both will report Benedict; daughter Charlotte Belter and at Restland Funeral Home & Cemetery, panies such as IBM, Procter & Gamble, directly to Hohl. ■■ husband Bill; son, Dennis Benedict and 9220 Restland Rd., Dallas, Texas. ■■

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Free-form manufacturing makes it possible to create a lens that is completely customized for each individual patient. Carl Zeiss Vision developed the first fully customized progressive lens, ZEISS Gradal® Individual, and continues to lead the way in this exciting new technology.

SOLA HDV: Customized High Definition Vision

For every Rx: Delivers the ideal lens surface For fitting heights from 13 to 35mm optimized for each wearer’s total prescription Available in clear or Transitions® lenses in the For every frame: Variable corridor length following materials: 1.67, Polycarbonate and maximizes performance in the wearer’s chosen Hard Resin frame.

Progressive lenses to meet every need

GT2 by ZEISS: Precision Engineered for Total Satisfaction

Designed using ZEISS Optical Optimization Available in clear or Transitions® lenses and management in the following materials: 1.67, Polycarbonate and Hard Resin. Advanced aberration control for greater clarity 17mm fitting height

Lens geometry based on breakthrough wearer research

SOLA Compact ULTRA: Superior Vision. 13mm Fitting Height

The lowest recommended minimum fitting height of any leading short-corridor progressive lens Unsurpassed full-power reading area in small frames Available in clear or Transitions® lenses in the following materials: 1.67, Polycarbonate and Hard Resin

28 A Leader in Lenses, Laboratories and Dispensing Equipment PERFORMANCE COATINGS

Carl Zeiss Vision invented the AR coating, and continues to lead the way in performance coating technology with excellent anti- reflective properties, outstanding scratch resistance and super-hydrophobic topcoats that assure easy cleaning for the life of the prescription.

Carat Advantage®: ZEISS Foundation®: Best-on-Best Performance. Superior Lens Protection.

Winner of the 2006 OLA Award of Excellence Super-tough Foundation hard coating is the standard of protection for plastic lenses. Foundation offers outstanding Super ET anti-reflective coating for the ultimate adhesion and durability with remarkable scratch resistance. in clarity Advantage super hydrophobic and oleophobic Foundation is available as a super-hard coating by itself, topcoat repels dirt, dust, fingerprints and smudges for or as part of Carat and Carat Advantage AR coatings. long-lasting clarity and easy cleaning Foundation® super hard coating for superior durability

Teflon® Clear Coat Lenses Breakthrough AR performance

Teflon® Clear Coat Lenses are the result of a unique partnership between two innovative companies: DuPont, the world leader in performance coatings, and Carl Zeiss Vision, the inventor of AR. Teflon® Clear Coat Lenses take AR to a whole new level for wearers and eye care professionals alike. Clearer, tougher and cleaner than ordinary anti-reflective coatings, Teflon® Clear Coat Lenses are the only AR product backed by one of the world’s most recognized brands.

Extraordinary Clarity – up to 50% less reflectance than ordinary AR Outstanding scratch resistance Enduring performance – built to last Now 10 times easier to clean – super-hydrophobic and oleophobic

29 NATIONAL Rx LAB NETWORK

We know that one of your most important relationships is with your optical laboratory. We work with only the best independent laboratories in the country, and maintain our own network of full-service Carl Zeiss Vision laboratories, ready to meet all of your conventional lens, customized lens and coating needs with the high level of quality and service that you expect.

We are standing by to support you Call any of the labs below or Customer Service at 800-358-8258

B & W OPTICAL GREAT LAKES COATING SIOUXLAND OPHTHALMIC 812 W. Patapsco Avenue LABORATORY LABORATORIES Baltimore, MD 21230 1784 Larchwood Drive 300 West 16th Street 800-638-0377 Troy, MI 48083 Sheldon, IA 51201 800-693-0099 800-831-8583 CARL ZEISS VISION - KENTUCKY 1050 Worldwide Blvd. KANSAS CITY OPHTHALMICS 4186 Alyssa Court, Suite #7 Hebron, KY 41048 13731 E. 42nd Terrace Iowa City, IA 52240 866-289-7652 Independence, MO 64055 888-891-0214 888-807-0072 CARL ZEISS VISION – NORTHEAST (Formerly Northeast Lens Corporation) LASER OPTICS SPECTO OPTICAL CO., INC. 90 Oak Street 410 S. Madison Dr., Suite 2 4661 Arrow Highway Newton Upper Falls, MA 02464 Tempe, AZ 85281 Montclair, CA 91763 800-403-8997 800-333-5110 800-824-4868

CARL ZEISS VISION - NORTHWEST NORTH CENTRAL OPHTHALMICS VISION SYSTEMS (Formerly Optical Plastics) 4605 Rusan Street 216 Valley Hill Road SW 14450 S.E. 98th Court Saint Cloud, MN 56303 Riverdale, GA 30274 Clackamas, OR 97015 800-328-3829 800-241-9030 800-547-3156 1015 Commerce Street SOUTHEASTERN OPTICAL Petersburg, VA 23803 CUMBERLAND OPTICAL 6490 Commonwealth Drive 800-328-2984 806 Olympic Street Roanoke, VA 24018 Nashville, TN 37202 800-456-0088 800-888-8316

30 A Leader in Lenses, Laboratories and Dispensing Equipment TECHNOLOGY FOR THE DISPENSARY

We realize that a satisfying vision experience requires more than excellent lenses and coatings. We have developed new technology that assures fitting accuracy and demonstrates the highest level of patient care.

iTerminalTM by ZEISS is a unique integrated dispensary system that combines a new level of fitting and measurement precision with enhanced patient consultation.

Advanced Measurement Technology Lens Customization

Measures monocular interpupillary Automatically takes vertex distance, distances, fitting heights, pantoscopic angle, lens tilt and frame wrap measurements vertex distance and frame wrap automatically. for the patient’s chosen frame. Delivers superior fitting accuracy for Allows advanced progressive lens optimum progressive lens performance. customization using free-form technology. Ensures consistent measurements even with a large dispensing staff.

Enhanced Patient Consultation A Unique Patient Experience

Creates photo images for review by the Creates an engaging lens purchase patient and dispenser. experience that will set your practice Demonstrates lens enhancements apart from others in your market. recommended by the dispenser.

“We use our iTerminal for every eyeglass lens customer. That way, all of our patients get the best performance from their lenses through the most accurate fitting possible. The consultation package is great for demonstrating upgrades like Transitions®. Our patients have “

been very impressed by the iTerminal, and we’re getting great word-of-mouth from it!

– Paul Dimos, Lexington Vision, Lexington, Massachusetts

31 SUPPORTING EYE CARE PROFESSIONALS

Carl Zeiss Vision understands that great eye care requires great professionals. That’s why we support the professions dedicated to eye care.

2007 was the inaugural year of the American Optometric Foundation – Carl Zeiss Vision Fellowship program. This program provides a grant for an outstanding third year student at each of the 19 Back row, left to right: optometry schools in North America. In the words of Mark Bullimore, Dr. Mike Morris, Carl Zeiss Vision; Juan Menjivar, President of the American Optometric Foundation, “The successful University of Houston; Nana Owusu, Illinois College of candidates truly exemplify the highest level of commitment to clinical Optometry; Andrew Emch, The Ohio State University; excellence and the independent practice of optometry.” Christopher Wolfe, Northeastern State University; Richard Zimbalist, Pennsylvania College of Optometry; Fred Howard, Carl Zeiss Vision How Can We Help You? Front row, left to right: Rosa Scaffidi, Carl Zeiss Vision; Jody Simmons, University of Alabama-Birmingham; Enhui Ko, Indiana We’ve told you a little about Carl Zeiss Vision. But now University; Noumia Cloutier-Gill, University of Montreal; we’d like to hear from you. How can we help you achieve Leanna Dudley, Pacific University; Jennifer Qian Duan, your goals? Our Business Development Representatives are State University of New York; Carmela Miranda, University of Waterloo; Tawny Kaeochinda, Southern experts at understanding your needs and translating them into California College of Optometry; Amanda Bahr, practical solutions that create genuine results. University of Missouri-St. Louis; Helen Kim, University of California-Berkeley; Sean Pitale, Inter-American University of Puerto Rico; Kimberly Oncavage, Southern College of Optometry; Ashley Zak Kimble, Nova To learn more, please call the Carl Zeiss Vision Business Southeastern University; Elizabeth Garland, New Development Representative in your area or England College of Optometry Customer Service at 800-358-8258.

We look forward to talking to you soon.

32 A Leader in Lenses, Laboratories and Dispensing Equipment www.visionmonday.com EXAM LANES VISION MONDAY/JANUARY 21, 2008 33

OPTOMETRY EVENTS 85th SECO International Kicks Off in February ATLANTA— plus about 70 social and affiliate events an athlete would, to expend our skills and and Saturday, as well as prize giveaways More than 8,000 for attendees. The continuing education exceed all expectations.” including two “See the World on SECO” optometrists, program begins Wednesday and closes This year’s SECO education schedule drawings for $10,000 travel vouchers. opticians, certi- Sunday, while SECO’s Optometry’s has courses organized into three pro- Networking opportunities during fied ophthalmic Marketplace opens Thursday and closes grams targeting individual needs. An SECO 2008 will include the opening technicians and Saturday. optometrist program offers more than reception Thursday, Feb. 27, at the paraoptometric “SECO 2008 has assembled the best in 150 hours and 97 total courses to ODs; Omni Hotel; an “Atlantic Station professionals will be heading here late the profession and the best in the indus- also available are an allied ophthalmic Triathalon” on Friday, Feb. 28, with next month to attend the annual SECO try to challenge each attendee to ‘raise professional program and an optometry transportation provided to take SECO International meeting, to be held the bar’,” said Doug Clark, OD, president student program. attendees to Atlanta’s Atlantic Station Wednesday, Feb. 27, through Sunday, of SECO International. “With the Sum- Nearly 70,000 sq.ft. of exhibit space entertainment area; and the closing cere- March 2, at the Georgia World Congress mer Olympics around the corner, we at will be devoted to displaying ophthalmic monies celebration on Saturday, March Center. SECO felt it only appropriate to develop suppliers’ latest products and programs 1, held at the new World of Coca-Cola This 85th SECO Congress offers an education program that inspires us to at SECO’s largest-ever Optometry’s facility and featuring the band America. nearly 400 hours of continuing education achieve new heights. Our unique educa- Marketplace during the event. For information on SECO 2008, or to courses and almost 300 exhibitors in its tional tracks and special sessions will chal- Optometry’s Marketplace will also offer register to attend, go to www.secointer- Optometry’s Marketplace exhibit hall, lenge each of us to push ourselves, just as free luncheons in the exhibit hall on Friday national1.com. ■■ Jobson Secures Shamir Insight Sponsorship for WinkPad NEW YORK—Jobson Medical Informa- while in the waiting room. Vision initiative,” added Matt Lytle, vice San Diego, Calif.-based Shamir tion LLC, has secured sponsorship from “We are pleased to have Shamir join president of marketing at Shamir. “By Insight, Inc., is a wholly owned sub- Shamir Insight to fund educational and us in the mission to offer effective growing the awareness of Shamir’s pre- sidiary of Shamir Optical Industries, advertising content for use through the patient education. Together with mium progressive lenses with our con- Ltd., an Israel-based, publicly traded WinkPad interactive patient education tool. Shamir’s partnership, we can help prac- sumer base, we can begin to show them company (NASDAQ: SHMR), engaged This sponsorship was established to tices provide their patients with much that there’s a choice they can make. in the development, design and manu- create an effective marketing channel for needed educational information on pre- With WinkPad we know precisely who facture of premium progressive lenses consumers to receive educational and mium progressive lens options via sees our ads, and can use these results to and molds for the ophthalmic industry. product messages individually targeted WinkPad,” said Marc Ferrara, CEO, measure the success of the program and Shamir Insight serves as the sales and to them at the point of treatment and Information Services Group of Jobson. determine proper ROI.” marketing center for the U.S., Canada, sale. WinkPad is an in-office tool that pro- “With the majority of our advertising Shamir joins a growing number of the Central /South America and Mexico. vides consumers with information relat- directed at eyecare professionals, it’s industry’s leading manufacturers who are Scranton, Pa.-based Wink Interactive, ed to their specific needs, presented in a refreshing to be able to use WinkPad to taking part in the initiative. Among Inc., through its WinkPad interactive unique way to educate them on eye target the end consumer, the ultimate those companies are Essilor, Carl Zeiss media platform, creates unique location- health and vision correction options recipient of our ReCreating Perfect Vision and Transitions Optical. based one-to-one marketing solutions. ■■

EYECARE NEWS

AOA HOSTS ELECTRONIC RECORDS SEMINAR Applicants must submit case reports on patients fit with Varilux lenses to their school’s ST. LOUIS—Optometrists who want to stay ahead of the ongoing transition from paper clinical staff; the clinical faculty and staff will select one recipient based on dispensing files to electronic health records are invited by the American Optometric Association (AOA) skills, application of Varilux lenses to patient needs, analysis of the case, analysis of the to attend a new seminar on “Building the Paperless Practice” scheduled for Jan. 25 to lens design and lens performance. The student with the winning case report at each 26 in Grapevine, Texas. school will receive a $1,000 grant and entry into the national judging. The national award The schedule includes an update from the AOA’s Washington office on what ODs need winner and faculty advisor will each receive an all-expense paid trip for two to the Optom- to know to conform to federal standards and how health information technology may etry’s Meeting next June in Seattle. affect reimbursement in the future. Other presentations will include implementing EHRs Applicants should submit completed entries in printed form, on CD-ROM or by e-mail to in a practice, interoperability and security issues related to EHR products and guidance the attention of Danne Ventura ([email protected]) or by mail at Essilor Lenses, on what to consider when investing in EHR and e-prescribing products. 13555 North Stemmons Freeway, Dallas, Texas 75234. Entries must be postmarked or The seminar will focus on information shared by ODs who have already adopted health infor- received by Feb. 1. mation technology. Companies with different approaches to records management will also be available to provide answers to frequently asked questions and offer hands-on evaluations. AOA OFFERS OPTICAL DISPENSING EDUCATION MODULE The seminar will be held at the Gaylord Texan Resort Hotel near the Dallas-Fort Worth ST. LOUIS—The American Optometric Association’s (AOA) paraoptometric section has International Airport. The fee is $325 for AOA members, $550 for non-members. added a new education module to its series for paraoptometric professionals, this one For more information and to register, go to www.aoa.org/paperless.xml or call (800) covering “ABCs of Optical Dispensing.” 365-2219, ext. 4214. This latest module includes topics such as managing frame selection, frame adjust- ments, lens materials and designs, lens tints and coatings, and lens measurements. ESSILOR SEEKS STUDENTS FOR VARILUX GRANTS The paraoptometric section’s education modules are $40 each for AOA members and DALLAS—Essilor of America (EOA) is encouraging optometry students to submit appli- $55 each for non-members and include an option to test for continuing education cred- cations for the annual Varilux Student Grant Award program. Grants will be awarded to its for a processing fee; successful completion of the test is worth one credit hour. third- and fourth-year optometry students. The new education module is provided through an education grant from Luxottica Group. ■■ Yoga and meditation ‘‘ allow me to center and regroup myself from the hecticness of modern life. As I believe in trying

to live and perform

at my own highest level, Luxottica’s devotion‘‘ to excellence resonates well with me.

DR. JIYEN SHIN, O.D. Golden Vision Optometric Centers Los Angeles, CA

Luxottica&me sm

To learn more about Dr. Jiyen Shin and the advantages of partnering with Luxottica go to www.luxandme.com www.visionmonday.com COVER STORY VISION MONDAY/JANUARY 21, 2008 35

Sunwear

on theA Retail Map ‘Road Trip’

From shifting NEW YORK—Traditionally, it has ’07, almost 76 percent of the country’s wear business outlooks for the New Year. prices that reflect been common when following retail population relies on some type of vision According to these retail experts, cus- the struggling and fashion trends in the U.S. to focus correction and nearly 85 percent of peo- tomers are demanding more selection economy to an exclusively on the East and West ple wear sunwear. Therefore, it doesn’t in fashion and performance sunwear, Coasts as the Mecca’s of shopping and make sense to ignore the eyewear buy- better quality and fit, and more premi- ever increasing fashion. But as the world has become ing habits and needs of the entire cen- um lens treatments and options, all at a desire for improved more technologically connected on a ter of a nation as big as the U.S. lower price point. And each one is set- technology and global level, that approach has become So, Vision Monday hit the pavement ting into motion plans to profit from Rx-able styles,VM limited and a bit elitist. The need for for a “road trip” across the country to visit this boom in consumer interest by explores where chic, high-performance and quality sun- small and mid-sized regional eyewear doing everything from increasing sunwear retailing is wear is not restricted to the metropoli- providers who fulfill the vision needs of inventory and sun specific in-store mer- headed in 2008. tan areas on both coasts. the huge segments of the nation’s popula- chandising to implementing sophisti- In fact, according to VisionWatch, in a tion who don’t reside in New York, Miami cated targeted marketing programs and By Deirdre Carroll study conducted by Jobson and the or Los Angeles. The journey took us to partnering with labs to provide more Associate Editor VCA, for the 12 months ending Sept. six optical chains who shared their sun- custom and hard-to-fit Rx styles. 36 VISION MONDAY/JANUARY 21, 2008 COVER STORY www.visionmonday.com

Wisconsin Vision

Every Patient Rx-able sunwear in the mix as pos- We do maintain several Centers that ters’ and mixing sun along side the regu- sible. Some of the trends, like offer higher end products such as Prada, lar ophthalmic frames. Patients seem shields and wraps have made this a Dolce & Gabbana and Fendi whose more likely to try on sunglasses and con- Is a Sunwear bit of a challenge, but we have price points are much higher. We recog- sider purchasing them since we changed worked hard to include these prod- nize that our competitors are no longer the way we merchandise. We also have Opportunity ucts, particularly for our contact just stores like Sunglass Hut, lens wearers who are strictly fash- but include department stores ion driven. In addition, we like Kohl’s and others. Darren Horndasch have now identified lab “We view every patient as a partners that can Rx many sunwear opportunity. It is no President and CEO of the wrap products on the surprise that women age 35 to Wisconsin Vision market today opening up a 50 seem to be a good target whole new opportunity. market for sunwear as they are 27 stores based in “The vast majority of our more fashion conscious than New Berlin, Wis. sunwear business is in sec- men. Men tend to want more ond pair sales. Most patients function than fashion which come to us for their eye exam- is beneficial for our polarized “Wisconsin Vision Inc. has tried to posi- ination and ophthalmic needs. sales since they appreciate tion its sunwear sales as a key compo- From there, it is up to our opticians to technology more. We try to have a good nent to its lifestyle pair sales. Prescrip- present product to patients and make rec- mix in the 250 plano sunglasses that we in-store specials on sunwear when tion sunwear sales are the key driver ommendations. Including prescription carry in each of our locations and make patients purchase their regular eyewear with an emphasis in Polarized materials. and non-prescription sales, we would esti- sure we represent good name brands like to incentivize them to buy. In addition, We have taken steps to display product mate that our sunwear business is 9 per- Polo, Ray-Ban, Sean John, Bolle, CK, much of our POP material contains sun- in a manner that is attractive to the cent of our total sales. Our goal is to get Coach, Nike, Lacoste, Republica, Nauti- wear products on display. patient which also prompts our opticia- this number up to 12 percent in 2008. ca, Nicole Miller and Guess. “In 2008, we will continue to recom- nary staff to discuss the sunglass sale “In terms of the average retail price “For a number of years, we displayed mend sunwear as a ‘lifestyle’ pair pur- opportunity. In addition, we have tried on plano sunwear, we have tried to keep all sunglasses in custom built ‘sun cen- chase, refine our merchandising and most to address some of the specialty sunglass its price points for the most part afford- ters’. We thought that by displaying sun- importantly improve the technology we market [needs] by having products such able, particularly for those who are glasses all in one location, we could can offer in the Rx market. We believe as Wiley X and Fitovers. prone toward impulse purchases. Prices attract the patient to one area. However, this will separate us from our competition “Our goal is to try and have as much begin at around $59 and go up to $159. today we do a combination of ‘sun cen- in the department store market.”

Harvey & Lewis Optical Capitalize on increase in the ophthalmic purchase is being made. But stores they are looking for designer names high-end of the we do send out a sunglass sale mailer to with subtle details on the temples so we Emerging Trends to fashion market in our customer list in the Spring which has will continue to look for those characteris- recent years with been very effective for us in terms of tics in the New Year. Our two biggest names like Dolce, boosting sunwear sales. brands overall are Maui Jim and Oakley Grab More of the Prada, Gucci, and “Our customers are definitely looking but Gucci, Coach, Dolce & Gabbana, etcetera. It seems for fashion first. We almost always sell Prada and Juicy Couture are doing Sunwear Market those brands have polarized prescriptions lenses unless extremely well for women, while Carrera helped break through we’re matching a specific gradient tint. and Nautica are resonating with the men. a higher price point The Harvey & Lewis customer skews “Sunglasses are often an impulse buy. for us and now $300 more towards women and I believe you We’ve found that being in the right retail James Lewis plus sales are not need to have more selection for them. locations is critical if you are going to have uncommon, though the average price point Larger eye sizes are still very popular with any chance at growing your non-Rx busi- President of the sunwear we carry hovers around women and in our ness. I get the impression that for Harvey & Lewis Optical $200. Even that figure is up a lot of non-Rx wearers it doesn’t significantly as we replaced occur to them to visit an optical 8 locations based in the Ralph Lauren line by shop for their sunglasses. We’ve Hartford, Conn. Sàfilo with more expensive found that store-within-a-store product. Ralph Lauren has merchandising works best for us been a hard line to replace to get the customers interested “Our product mix includes about 25 per- because they had a wide in our sunwear. The styles pres- cent of sun in our more retail oriented variety of styles and [offered] ent better when put together. stores and we prefer to have most of our very good quality at a good “In 2008, we are going to sunwear product Rx-able, but if the price point. work harder to discover and style’s right we’ll take it on even if it is “I would say we don’t do capitalize on emerging trends plano. Sunwear sales probably account as good a job as we could in in sunwear to continue to for 20 percent of our total sales, includ- terms of second pair sales capture a larger segment of ing photochromics. and in discussing sunglass the consumers in the sun- “Our sunwear business has seen an options when the original wear market.”

38 VISION MONDAY/JANUARY 21, 2008 COVER STORY www.visionmonday.com

Bard Optical organizations that historically sales we are adding a more fash- Target Contact have not done as effective a job ion forward selection of Rx-able presenting sunwear as we frames for our customers seek- Lens Wearers could have and as a result our ing prescription sunglasses. In sunwear selection is only about addition, we are adding a broad- 10 percent of what our total er selection of sunglasses in all for Increased frame selection represents. our locations to give the cus- “In some offices, we carry tomer more choices and incen- Plano Sales sunwear priced anywhere from tive to move more easily into $10 for children to high- slightly higher price points. er priced product, like “At Bard, we are very careful about Diana Hall Maui Jim’s. However, in offering the right product mix for each prescription wearer is President and Owner most locations the price individual location and as such our brand looking more toward fit and function. points have come down selection at each store varies. We carry “We do not give sunwear any special Bard Optical over the years. It seems Optic Nerve in all locations as our entry attention in the store outside of seasonal dis- 18 locations based the less expensive and the level price point. We also carry Ray-Ban, plays in all our offices; but we do presently higher-end styles see the designer styles such as Prada, Dolce & advertise prescription sunglasses as a second in Peoria, Ill. most movement. The mid- Gabbana and Donna Karan and then pair at 50 percent off. We don’t promote dle price points turn over Maui Jim. For 2008, we will only be plano sunglasses as those sales represent less frequently. Our plano adding styles within these lines to offer a such a small portion of our overall sales. “We don’t formally track our second pair sunwear sales have a $46 average price deeper selection for our customers. “To increase that business, beginning sales for sunglasses specifically but since point. To capitalize on this we have “Our sunwear customer hits the two this year we are incorporating plano sun- our second pair sales are currently run- added more entry level product in the extremes—the young contact lens wear- wear to our contact lens program and ning over 28 percent, I believe a large last few years. Plano sunglass sales repre- er and the more mature patient interest- believe that will create some major portion of that is due to sunwear sales, sent less than 1 percent of our total prod- ed in prescription sunwear. I do not see movement and have a significant impact though I can’t say our sunwear business uct sales; however, we do an effective job this really changing. The entry level cus- on sales. We are also expanding our has seen any significant changes. fitting prescription eyewear. tomer is still looking for just the right designer lines to include more prescrip- “I believe we are perhaps one of those “In an effort to increase our sunwear look at the best possible price and the tion sunwear possibilities.” Better Informed Midwest Vision Centers and since we er inventories and to use our resources to adding Ralph Lauren, Donna Karan, sell BOGO custom make sunglasses. We have need- Vogue and Costa Del Mar for 2008. Consumers Require for Rx sun- ed to become more aggressive not to “Our marketing is generally geared wear, and offer lose our customer to department stores, toward the 25- to 45-year-old female Quality Features deals to contact sporting goods stores and boutiques. demographic. We use a lot of special in- lens patients for “We are stocking larger sizes, plastics store groupings to highlight sunwear, as plano frames, and sport styles with brand names. Also, well as POP signage and information. They Can See I’d say that most ophthalmic frames that have the sunglass Additionally, we have added sun lenses as of our sunglass feel, shape and style, so our Rx patients part of our advertising to show customers sales are part of a can have that cool sunglass look. Guess, the sunglass options, as well as making it multiple purchase. Tommy, Columbia, Saks Fifth Avenue, part of our BOGO marketing for Spring Larry Pearson “In the plano business, we do CK, Serengeti, Ray-Ban and Bolle do and Summer. Direct mail marketing and Vice President not do very well and it accounts well with our customers. We buy Sun special offers target our contact lens for only 2 percent of our total Trends from i-dealoptics as our lower patients, while we try to use sunglass Midwest Vision product sales, but when the Rx price offering. We’re thinking about posters and product in our windows, Centers sunglass business is added in it along with a percentage off on some becomes more like 20 per- products, to draw in new customers. 18 stores based cent of sales. Our plano price “The future will bring a more in St. Cloud, Minn. points average about $85 and informed customer, wanting the best pro- we have added higher priced tection, superior lens design, coatings and and name brand product this year which polarization. We will need to do a supe- “We have seen increased sales in both we will continue to do in 2008. In terms rior job of demonstrating our sunglass our plano and Rx sunwear over the last of actual sales, the average sale price of products by showing the fashion and the few years mostly due to added inventory plano sunglasses is $75, while Rx is more function that the consumer demands. and emphasis on selling polarized lens- like $250. Both of these figures have “We will continue to support sun- es. Only about 5 percent of our overall increased due to better product selection wear in all forms in the New Year. We inventory is plano sunwear but because and polarized lenses. will use advertising, in-store promo- our marketing includes a buy-one-get- “Being in smaller towns in Minnesota tions and incentives to increase sales one-free (BOGO) incentive, which and North Dakota, we operate family for 2008 and promote polarized lenses allows customers to trade up for sun- optical centers and try to cover the and fashionable, functional sunwear wear, we do much better in our Rx-able needs of everyone. Our customers want for the entire family, in addition to sunglass sales. I’d say about 20 percent it all, fashion, technology and sports per- continuing to add sunglass inventory of our second pair sales are in sun lenses formance. It has required us to have larg- to our plano selection.”

40 VISION MONDAY/JANUARY 21, 2008 COVER STORY www.visionmonday.com

Standard Optical

so we have dedicated important, but other technology like The Latest Lens 30 percent of our prod- Bluetooth, MP3, and swap-out lens sys- uct mix to sunwear tems are not a major concern. We will Technology Will with an even split of continue to carry Zeal Optics, Smith, 15 percent in plano Maui Jim, Ray-Ban and Optic Nerve/M- suns and 15 percent in Shades in our sports category and BCBG, Lead to Steady Rx-able styles. In 2007, Prada, Schubach Originals, Gucci, Vera more so than frame styling. I expect to sunwear accounted Wang, Lacoste and Kenneth Cole in the see our average price point drop slightly Sales Growth for about 6 percent fashion category. as the economy struggles in 2008 making of our total revenue. We’ve “We merchandise our eyewear in col- more affordable frames a sensible option projected total sales of $12 lections, not necessarily by demographic, for the patient, especially considering Aaron Schubach million for 2008, with meaning all styles in a brand are shown premium lens sales tending to retail at Vice President roughly $900,000 expected together and not broken down by gender, double, even triple the frame price. in sunwear, or about 7.5 per- and we are drawing our customers in with Growth in LASIK and contact lenses will Standard Optical cent of our total revenue. targeted 1-to-1 marketing. We use some help the plano business encouraged by 16 retail locations, Currently, the average price sophisticated ‘cloning’ techniques to pur- attractive promotional offers targeted point for sun is around chase mail listings in the appropriate zip toward these patients. Lastly, we see an one surgery $149.95, which has decreased codes and demographics. Much of our opportunity to mail plano sunglasses center based in Salt slightly as we’ve expanded our growth will be fueled by merchandising directly to a patient’s offering to include an entry-level retail and dispenser training foremost, Lake City, Utah price of $19.95. and a comprehensive 1-to-1 mar- “Our sun mix is roughly 60 percent keting campaign aimed at all pur- sport, 40 percent fashion. We have an chasers of contact lenses, LASIK “Standard Optical’s sunwear business has active demographic who ski, bike, fish, and spectacles to promote repeat grown exponentially over the past 5 years. etc. Our sunwear customer hasn’t changed business using special promotional The active lifestyle in Utah, increases in entirely, but the spectrum of ages has. We sunwear offers, which is especially our LASIK volume to approximately 200 still see a sport focus, especially in the important for our contact lens and eyes per month, and substantial growth in younger demographics, but the older mar- LASIK patients. In the past, mar- our contact lens sales have primarily ket, age 49 and over, will still be a focus keting to our medical patients— fueled the growth. The demise of a sub- for us, mainly with the fashion lines. LASIK, PRK, and cataracts—has stantial regional player, Knighton Optical, “From a fashion standpoint, bigger is been hugely successful. who operated 10 ‘Sunglass Shops’, has still better in terms of style, and zyl is “Going forward, steady growth in allowed us double digit growth in most more popular than metal. Name brands the area of 8 percent to 9 percent is home or office in combination with our categories, sunwear [being] one that is have become less important in this area important for us. Offering the latest in lens contact lens services. Convenience will outperforming some others. than functionality, styling in color and technology will fuel the Rx sun business continue to be a selling point for us in all “Nearly 75 percent of our sunwear busi- shape. Our buying strategies won’t with new Transitions, Younger Drivewear, aspects, and with the huge success of ness can be attributed to second pair sales change much from 2007. Typically, SunRX from Vision-Ease, LifeRX our patient home delivery program for styling is the most important, followed Melanin, and Custom Polar Colors—IRX contact lenses sunglasses is a natural closely by function. Lens technology is Polaroid from Specialty Lens by Essilor, addition to the program.”

Train Staff to Eyear Optical, Inc. Educate Customers “At Eyear, we’re seen a small increase recently and selling more per- averages about $230, though the actu- formance and al average sale price is closer to $190. on the Best Product task specific sun- “We keep our selection geared wear than we have toward the newest trends, as well as for Their Needs been over the last classic designs like the larger ‘Jack- few years and we ie O’ plastic frames. We’ll be adding sell a lot of multiple additional sport specific designs, Cindy Henderson and pairs, so the majori- such as biker goggles, going for- ty of the second and ward since we are selling more Genia Durham Owners third pairs we sell are some type of sun- task specific sports glasses to both Eyear Optical, Inc. wear. We’d say around 70 percent of our men and women. We’re forecast- sunwear sales can be attributed to mul- ing this trend will continue into the 7 family-run locations tiple pair sales. As a result, our product New Year as Baby Boomers set their res- vintage frames and sell an amazing based in Chattanooga, mix leans heavily towards Rx-able styles olutions for 2008 to get fit and get active. amount to our 18- to 25-year old cus- as opposed to fashion or plano frames, “Not only are we getting more tomers for their Rx sunglasses. Since Tenn., and 10 fran- 80 percent versus 20 percent, respec- requests for sport sunwear but we’re see- we've been in business for so long we still chised locations tively, as Drivewear, standard polarized ing an increase in customers looking for have vintage designer frames from the lenses and polarized clips are very popu- the latest technology that they’ve read ‘60s, ‘70s and ‘80s in our warehouse that throughout the South lar with our customers. about in magazines like Men’s Health or “The price point of our sunwear has Fitness. We also have a lot of fun with our Continued on page 42

42 VISION MONDAY/JANUARY 21, 2008 IN THE NIEWS www.visionmonday.com

Industry to Challenge FDA on Drop Ball Regs Private-Label SEE Chain Eyes Growth Continued from page 8 Continued from page 8 would like to see it revisited to better “Nothing will be set in stone this Golden has focused his efforts on Once Desjardins has the needed reflect the standards as they are currently month,” said Stigi. “The whole idea is to SEE—as has his brother, Randal, SEE’s infrastructure built up, SEE could written.” get feedback on the guidance. Our co-owner—since the family-owned achieve a growth rate of from 10 to 30 Under proposed FDA guidelines expectation is that another document D.O.C Optics chain was sold to Luxotti- new stores annually, Golden noted. opticians would be required to keep will be issued, probably in the Spring, ca Group in February 2007. Desjardins told VM he views SEE as detailed records of every lens edged in that will include comments that have The first SEE (Selective Eyewear “the only truly vertically integrated opti- their office, an administrative task that come in from the industry. If we see that Elements) store opened in Birmingham, cal retail brand,” covering as it does would be difficult for independent opti- there’s data that edging lens will not Mich., in March 1998, targeting a cus- everything from design and creation of cians such as Hicks, the owner and sole have significant impact on drop ball test- tomer “who wants great-looking eye- its private label product to its presenta- employee of Oxford Opticians in ing, we’ll clearly look at that.” wear but doesn’t want to pay for design- tion in a boutique retail environment. Oxford, Ohio. Stigi acknowledged that some of the er brands,” according to Golden. SEE “I’m excited about this new challenge “For most of our opticians that do language in the document is confusing opened its 21st location on Jan. 9, in because SEE’s retail concept is some- their own finishing work, this would and needs clarification. “We really Cambridge, Mass. Four to five addition- thing nobody else is doing, and because affect us greatly,” said Hicks. “I’m wor- should have defined certain terms more al new stores—including two for which the concept has so much potential,” he ried about how we would keep on top clearly,” he said. “For example, there leases have already been signed—are declared. “At this point we know the of the paperwork. We’d have to sign are no universal definitions of what slated to open during 2008. stores’ footprint, and we know what we every [record], and keep it for three some in the industry would call ‘semi- “We purposely have not been geared need to do to expand it further. Richard years. With the Q&A, as it stands now, finished’ or ‘uncut.’ So we’re going to for fast growth,” Golden explained. “This has the eye, energy, drive, creativity and the FDA could walk in any time and look into that.” year, we first have to solidify our field business sense to have brought SEE ask to see the records. That’s not Stigi noted that until the Q&A is organization before we start a big push. this far, and I’m looking forward to acceptable.” updated, the 1987 version still offers the On the store level, so far we’ve done well working with him in the future to tap John Stigi, director of the FDA's Divi- government’s definitive interpretation of at getting people to come through the SEE’s full potential.” sion of Small Manufacturers, Interna- lens impact testing. doors and like what they do once they’re Added Desjardins, “This is the year tional and Consumer Assistance, which To read the full PDF version of the inside.” He said sales at the existing SEE to get our feet under us, to prepare for issued the draft Q&A, told Vision Mon- Impact-Resistant Lenses: Questions and locations have been averaging $800 to SEE’s big growth push starting in 2009. day he welcomes input from the indus- Answers Draft Guidance go to the New $1,000 per square foot, adding, “The store We’ve made a long-term commitment, try and will consider it carefully before & Noteworthy section of the VM Web performance is pretty good right now— and we’re going to do it right.” ■■ finalizing the FDA’s recommendations. site, www.visionmonday.com. ■■ but I never settle for ‘pretty good.’” Organizations Network at Annual Iridex Names Total Ophthalmic Community Meeting Chief Financial WASHINGTON, D.C.—Leading oph- sis of the Election and Hot Topics, ” emy of Ophthalmology, American Foun- Officer thalmic organizations came together which also included a Q&A session. dation for the Blind, American Optomet- MOUNTAIN VIEW, Calif.—IRIDEX here last month to discuss common goals Following the lead of last year’s meet- ric Association, Contact Lens Institute, (Nasdaq: IRIX) announced that James H. and challenges facing the vision industry ing, the format was kept interactive with Helen Keller International, Lighthouse Mackaness will join the company as chief at the 33rd annual Total Ophthalmic participant presentations and open discus- International, Lions Clubs International financial officer, effective Jan. 2, 2008. Community meeting. The meeting pro- sions. Attendees discussed how the indus- Foundation, National Academy of Opti- Mackaness is currently CFO and vice vided a unique forum to find ways to try could work together and find areas of cianry, National Academy of Opticians president of finance for NextHop Tech- improve Americans’ vision health, common ground on a variety of topics and Optometrists, National Alliance for nologies, a networking wireless technol- according to its organizers. such as providing exams and care to the Eye and Vision Research, National ogy company. Previously, he served as In addition to the networking opportu- underserved, promoting public under- Association of Vision Care Plans, Opti- vice president of finance and CFO for nities provided at the meeting, attendees standing and behavior change, health care cal Laboratories Association, Prevent InfoGear Technology Corp., a company had an opportunity to hear keynote speak- initiatives, managing organizational Blindness America, SECO Internation- that developed and manufactured man- er Nathan Gonzales, The Rothenberg change and maintaining relevancy. al, Sunglass Association of America, The aged Internet appliances. ■■ Political Report political editor, present Meeting attendees represented the Better Vision Institute and Vision Coun- “The 2008 Political Landscape: An Analy- following organizations: American Acad- cil of America. ■■

Cover Story Eyear Optical, Inc. Continued from page 40 are still in their original ‘envelopes.’ we carry a little bit of everything. We we have fashion sunwear spread out “In terms of our most successful cur- don’t have plans to add any lines soon but around the store, mingling with the tra- rent lines we carry Lulu Guinness from we always study the industry and fashion ditional eyewear as well. Tura, and this has been a fun, popular trends and will make changes as neces- “We are always looking for new infor- designer this year with her girly styles. sary to continue attracting customers. mation and training for our staff so they We’ve noticed some sweetly feminine “We also advertise extensively in our can educate our customers about the details being added to the Nicole Miller, local market using television, radio and best possible product for their individual Bebe and Jones New York sunwear lines newspaper placements. Once the cus- needs. Our goal has been and will con- as well. We also carry Wiley X, Liberty tomer walks in the door they are able to tinue to be about serving the customer Sport, Lacoste, Nike and Cazal but with shop for sun in our ‘Sun & Sport Cen- and giving them our very best in the over 3,000 Rx-able frames in each store ters’ located in each store. Additionally, New Year.” ■■ Are You In The “O”zone?

If you’re looking for quality lens options for your patients with bifocal needs, step into Three Rivers Optical’s “O” Zone. Our “Free” Free Lens Series Lens Series offers one-of-a-kind bifocal designs that fill a void in the optical industry. With our unique, patented “Round Seg” technology, • Is digital surfacing accurate to 100th of a diopter your patients will experience the best in bifocal lenses. • Available on any lens style TR O Seg – Is a patented lens design created to fill a void in the optical industry. You can now get a lined bifocal in polycarbonate or any resin • Includes your favorite anti-reflective coating from Three Rivers Optical material in an add range from .50 to 5.00. The softness of the bifocal line is cosmetically pleasing and virtually unnoticeable when worn. The seg size is customizable from 10mm to 45mm. TR O Blended Seg – Is a lens design created to bridge a gap in the optical industry. For the first time you can now get a blended bifocal in all materials. Add range from .50 to 5.00. The unique blend zone is narrow and easy for patients to adapt to. A great alternative for patients who just can’t wear a progressive or do not want a line.

Get in the “O” Zone today. Call Us Today for Your Patient’s Bifocal Needs. Three Rivers Optical • 800.756.2020 • www.threeriversoptical.com 44 VISION MONDAY/JANUARY 21, 2008 RETAIL DISPENSARY www.visionmonday.com

LAUNCHES Marchon Unveils Pucci Sunwear Collection

By Deirdre Carroll the original creative vision of Emilio Pucci. “This collection is extraordinary Associate Editor “This collection is extraordinary in in design and coloration. Each design and coloration. Each style is truly NEW YORK—Marchon Eyewear, Inc. an art piece,” said Al Berg, president and style is truly an art piece.” has introduced their new Pucci sunwear CEO of Marchon. “The collection takes —Al Berg, Marchon collection, a sophisticated fusion of inspiration from many of Emilio Pucci’s Mediterranean inspired colors, based on original designs that became so popular in The EP603S features Mediterranean turquoise, burgundy and bronze. the ‘60s and ‘70s and are enjoying a strong hues that gracefully flow into rich zyl The EP609S is a full volume frame of resurgence today. It is very special and temples. An inlayed solid metal plaque lustrous crystal and opulent hues. The will appeal to accounts servicing fashion- with keyhole accent features the dual tones of crystal and black, crystal and able, high-end female customers.” engraved Pucci name on the left tem- white, and plum rose are reflected on the The 2008 sunwear collection is a nat- ple. A sheer zyl front with bold lines is frame front and on the interior and exteri- ural extension of the versatility and available in ebony, tortoise, turquoise, or temples where a polished metal Pucci multifaceted genius that has always burgundy and bronze. logo plaque with a keyhole accent shines. characterized the legendary Italian The EP608S showcases floating lens- Lastly, the EP610S features gentle design house. Pucci creative director, es suspended between slim zyl eyerims curves of rich colors accentuated by Matthew Williamson, and Marchon in a vivid pattern that continues down luminous crystal on the temples. The have teamed up to create a sunwear the temples and surrounds the Pucci engraved Pucci logo plaque is embed- line that, true to the Pucci spirit, marries logo in colors of ebony, white, brown, ded in triple laminate zyl on the temples fashion and luxury with technical know- in colors like black, white frost, tortoise how and function. and plum lilac. The initial launch collection includes The Pucci sunwear collection from four styles, each dedicated to one of Marchon is priced to the dispenser from Emilio Pucci’s original vintage prints. $142.50 to $225. ■■ Dubbed the “Prince of Prints” in his day, Pucci drew inspiration from nature, archi- A runway shot from the Pucci tecture and exotic cultures to create his Spring/Summer ’08 fashion show. signature prints, infusions of kaleidoscop- Style EP603S from the new Pucci ic colors in graphic, abstract patterns. sunglass collection from Marchon. LAUNCHES REM Premieres the Converse Carbon Hybrid Sun Collection

By Deirdre Carroll dert, president and CEO of REM. “Plus, “Combining all the attributes of light- Associate Editor the distinct fashion attitude of their designs weight carbon graphite with sun protec- connects Converse sunglasses with the SUN VALLEY, Calif.—Converse, long essence of this cool 100-year-old brand.” tion design and polarized lenses, these known for innovative footwear and cult Clean, functional designs together sunglasses are perfect for watching a classic sneakers, along with REM Eye- with technical expertise capitalizes on wear, has taken on the sunglass sport Converse’s roots in the performance cat- match or a band, or playing in one.” lifestyle category with the launch of the egory, while the brand’s street cred give —Mike Hundert, REM Converse Carbon Hybrid Collection. this collection a unique blend of fashion “Combining all the attributes of light- and function. The Carbon Hybrid Col- coupled with the bonding of co-injected reduce glare and block wind. Like the weight carbon graphite with sun protection lection features sunglasses made of a rubber, or “vulcanization,” that enhances Converse shoes, vulcanized rubber is design and polarized lenses, these sunglass- proprietary combination of injected car- the sunglasses’ performance and reflects adhered to the frame material to provide es are perfect for watching a match or a bon graphite and TR-90 nylon that pro- the DNA of the Converse brand. increased comfort and performance. band, or playing in one,” said Mike Hun- vides strength, flexibility and lightness Carbon Hybrid is a fusion of materials The Carbon Hybrid Collection also and design and the initial collection features two metal styles, the Ace, an includes eight sun styles each fitted with aviator, and the Octane, a navigator, that polarized lenses. This collection reflects offer a higher fashion quotient while a blending of fashion and sports lifestyle maintaining the authenticity inherent to sensibilities with classic wrap styles like Converse. Like the plastics, the Ace the Vector and Attack and fashion-for- and Octane have polarized lenses, rub- ward shapes like the Hoopla, a modern ber temple tips and built-in sun visors. aviator. It also features bold rectangles All of the styles come with a signa- like the Strike, Attitude and Trash Talk ture Converse collapsible case that in colors like pearl white and Ferrari red. folds flat when not needed and are The Vector (top) and the Attack Many styles feature a built-in sun visor priced to the dispenser between $62.50 (bottom) styles from the new Carbon ■■ Hybrid collection by Converse from REM. designed to prevent harmful rays, and $67.50. 16

REFLECTS THE SUN AND TODAY’S HOTTEST FASHIONS.

Lacey Stomp Dalila

WOMEN’S STREET SERIES They’re young, edgy, shatterproof and exceed ANSI Z87.1-2003 High Velocity Impact and Optical Standards. They’re even Rx ready. Rarely does so much functionality come in such fashionable eyewear. The Street Series tackles any activity, and still elicits plenty of “nice shades” comments. Really, Wiley X wouldn’t settle for anything less. // Please call 1.800.776.7842 to request a catalog or talk with a Wiley X account representative. // WILEYX.COM 46 VISION MONDAY/JANUARY 21, 2008 RETAIL DISPENSARY www.visionmonday.com

LAUNCHES Sàfilo Bows New Balenciaga Sun Collection

By Deirdre Carroll point-of-view and is targeted to a sophisti- “The Balenciaga sunwear col- Associate Editor cated group of consumers who appreciate high fashion and unique styling.” lection is representative of the Echoing the futuristic spirit and cou- brand's trendsetting point-of- ture style of artistic director Nicolas view and is targeted to a Ghesquière that distinguishes Balencia- ga’s ready-to wear and couture designs, sophisticated group of con- the 10-piece collection for women sumers who appreciate high revolves around pure sunwear shapes composed of seven beautifully colored fashion and unique styling.” acetate and three more technical —Dick Russo, Sàfilo brushed metal constructions. Shapes range from oversized vintage and retro brown striated; violet shaded and blue 3-place display and a visual box with styles to more contemporary wrap shaded, as well as basic black. image. The Balenciaga sunwear collec- around silhouettes. The “Edition” Marketing for the Balenciaga collection from Sàfilo is priced to the dis- series, styles BAL0003/n/s and tion includes trade and consumer penser between $156 and $196, with an BAL0008/s, take inspiration directly advertising, as well as, merchan- ophthalmic collec- from sunglasses housed in Balenciaga’s dising materials which tion scheduled to archives. Logos include the Balenciaga are comprised of a logo follow in Septem- double ‘B’ mirrored logo, as well as, plaque, 1-place highlighter, ber 2008. ■■ screws inserted on the ends of the POP imagery for the Balenciaga sun collection. earpieces as a signature feature of the eyewear collection. PARSIPPANY, N.J.—Sàfilo USA has Colors for the metal styles include The metal launched the new Balenciaga eyewear classic tones of black, white, and gold to BAL0011S (top) and acetate line with a 10- piece sunwear collection. more contemporary metallic tones of dark BAL0003S (bot- “We are very excited to introduce this shiny ruthenium, shiny palladium, red tom) from the newest luxury brand from the Gucci and semi-matte blue. Plastic styles fea- new Balenciaga sunwear collec- Group family,” said Dick Russo, execu- ture color combinations of orange, dark tion by Sàfilo. tive vice president of Sàfilo USA. “The purple and crystal; green, dark green and Balenciaga sunwear collection is repre- crystal; red and fuchsia crystal; green and sentative of the brand's trendsetting blue; violet and rose; vintage havana;

LAUNCHES Jeweler Hilary London Expands Line With Readers By Deirdre Carroll trends and the Cheaters are unlike any- “I wanted to create a line that Associate Editor thing else on the market.” offered a unique look and would Hilary London’s jewelry line has EAST HANOVER, N.J.—Hilary Lon- attracted the attention of celebrities work for women of all ages.” don, a line of murano glass jewelry and and stylists with its fresh bold look and —Hilary London home goods, has launched Hilary Lon- the Cheaters were a natural offshoot of don Cheaters, a collection of bold read- the popular jewelry line. Foster’s pieces Italian-inspired prints in colors like pinks, blues, ing glasses. are designed to appeal to today’s mod- greens and yellows to offer a vibrant yet sophisti- “I have worn reading glasses since ern woman while retaining the beauty cated look in three magnifications. my twenties and just over the past few and traditions of Italy’s storied past. The Hilary London Cheaters are priced to the dis- years realized how great an accessory The Hilary London Cheaters feature penser at $10 each and are sold in assortments of 12. ■■ they are,” said Hilary Foster, founder of Hilary London. “I wanted to create a line that offered a unique look and would work for women of all ages. We tried frames on all different shaped faces to create this universal look that anyone could wear. They are fun, unique and hip. Most other glasses are created by eyeglass companies but we are a fashion company that knows color and The colorful range of readers from Hilary London Cheaters.

48 VISION MONDAY/JANUARY 21, 2008 RETAIL DISPENSARY www.visionmonday.com

Grammy award winner, Randy Jackson started out as a bass player for ‘80s rock band, Journey. Over his 25-year career, he has played on more than 1,000 albums and performed with Madonna, Aretha Franklin and Elton John. Best known as a judge on the hit TV show, “American Idol,” Jackson now produces music for talent like Mariah Carey and Celine Dion. On top of that, this style By Deirdre Carroll maker is known for his love of noticeable, stylish eyewear. Jack- son built his career on his keen eye for talent. It was only logical that the next step would be developing a men’s eyewear line of his own. F.Y.Eye was lucky enough to sit down with the man him- F. Y. EYE self to discuss the launch of his collection with Zyloware. What are the most important Sammy Davis Jr. had style. Elvis had can do everything and we wanted the 1 influences on your design work style. I tend to go back a little bit. eyewear to be practical but also have for this line? Kanye West is definitely doing his cool styling that wasn’t too out of this I think when you are an artist or a thing. Adam Levine from Maroon 5 is world, because most of those things creative person like myself it is all stepping up there and doing it. It is have about six people who buy them. about creating the ensemble—the tougher for men, that’s why I wanted to shoes, the hat, the glasses, the do something like this. It gives them What are some of your favorite char- watch. I like edgy, cool stuff. more ideas and more choices to have. 5acteristics of the collection? I love the dual colorations and a lot of What excites you most about What’s been the greatest challenge the black, brown and brushed metal 2 designing it? 4in interpreting your design philoso- frames. For dressing up, definitely the I want to make glasses for everyone. phy or perspective into an eyewear line? black frames and more standard looks. Eyewear is really an extension of who I Over the years, eyewear has become a am and it is kind of one of my signatures. part of everything I do and I am a very What is the best advice anyone fashion forward guy, so I kind of knew 6ever gave you? Describe the ultimate Randy the shapes most people would wear and No matter what you do, do it with the 3Jackson Eyewear man. what most people would like. Zyloware utmost conviction. ■■ LAUNCHES Zyloware Introduces Randy Jackson Eyewear for Men

“This collection fills an important need for the male consumer; a cool, stylish collection that is wearable at reasonable price points.” —James Shyer, Zyloware

of style. It includes plastic, metal, and includes a 4-piece display, a 1-piece dis- semi-rimless frames and highlights play, a signature plaque, a frame board include modern double bridges, two- identifier and a countercard. Each frame tone colorations, and hanging lenses. comes with a hard leatherette/tweed case Logos are located solely on the interior and is priced to the dispenser at $59.95. temple tip. In honor of the launch, a gift-with-pur- The Randy Jackson Eyewear countercard, “I’m a person who loves to wear chase promotion is also being offered. part of the supporting POP materials. glasses,” said Randy Jackson. “It’s Retailers who purchase any 12 Randy another opportunity to tell you who I Jackson frames will receive a cotton LONG ISLAND CITY, N.Y.—The to find his cool eyewear since he is always am. And I think all men can enjoy wear- ‘hoodie’ sweatshirt, as well as a 1-piece Zyloware Corporation, in partnership seen wearing it, on screen and off.” ing glasses and looking good in them. display, signature plaque, frame board with “American Idol” judge and music “This collection fills an important need But there isn’t much out there for men. identifier and countercard. The purchase industry veteran Randy Jackson, has for the male consumer; a cool, stylish col- So I decided I’d create a line for all men of 18 frames receives a genuine leather launched the Randy Jackson Eyewear lection that is wearable at reasonable price who want to look good.” weekender bag, in addition to both dis- Collection for men. points,” added James Shyer, COO of POP for the collection features a mod- plays, the signature plaque, frame board “We’re amazed with the excitement Zyloware. “Randy Jackson is an inspira- ern design in black and brushed steel. It identifier and countercard. ■■ surrounding this launch,” said Zyloware tion for men looking for an updated look president Chris Shyer. “We knew Randy and the launch collection delivers.” Jackson had an impressive sense of style The Randy Jackson collection is styl- and a huge following from his television ish, on-trend eyewear that speaks to exposure. We did not expect the huge men ages 25 to 50 but is relevant for Style RJ3000 pull Randy has as an eyewear style- any man who needs a style update or from the new Randy maker. People constantly ask him where those that already have their own sense Jackson Collection by Zyloware. www.visionmonday.com INSIDE THE LAB VISION MONDAY/JANUARY 21, 2008 49

NEWS VIEWS Reliable Optics Adds In-House AR

BROOKLYN, N.Y.—Reliable Optics, an “This included the ability to provide coating, to finishing—with service they eight-month-old independent wholesale in-house AR, thereby streamlining the can consistently rely on.” lab based here, recently expanded its entire delivery process. By staffing our Before becoming business partners, services with the addition of in-house laboratory with seasoned personnel with Purman operated a prescription lab for anti-reflective coating capabilities. The over 20 years of combined experience in Vision Lens Express, a company owned lab’s Crystál AR Technology Center pro- serving eyecare professionals, Reliable by Fried that serviced Veterans Admin- duces two types of coatings: Crystál Optics is dedicated to fulfilling the indi- istration hospitals in the New York area. Allure with super oleophobic topcoat and vidual needs of its customers. In the Purman then started his own business, Reliable Optics’ co-owners Eddie Purman, left, Crystál AR with hydrophobic topcoat. ever-changing world of consolidation in Elm Optical, that primarily did uncut and Howard Fried, OD, inside the lab’s Crystal AR technology center. “As we explored the inception of Reli- the optical industry, we are committed to jobs for optical retailers. They opened able Optics, it became immediately appar- supporting independent ECPs.” Reliable Optics on May 1, 2007. Northeast, according to Fried. ent through customer feedback that their James Orr, operations manager, “Eddie is the full-time operations man- In addition to producing AR lenses, choice was to support an independent lab- added, “With the addition of our state- ager, and I handle more of the adminstra- Reliable Optics offers all major lens oratory which could provide all of their of-the-art Crystál AR Technology Cen- tive side of the business,” said Fried. brands and styles. The lab specializes in eyewear needs, especially at the local ter, we are able to offer ECP’s a superior Located in an industrial park in Sun- rimless eyewear as well as specialized level,” said Eddie Purman, who co-found- product as we control the entire process set Park, Brooklyn, Reliable Optics’ jobs for cataract patients and others with ed the lab with Dr. Howard Fried, OD. from start to finish—surfacing, to AR 10,000 square-foot facility services eye- low vision needs. It offers on-line order- care professionals in the New York met- ing through its Web site at www.reli- IN LINE ropolitan area. The company, which ableoptics.com, and will be accepting employs 35 people, plans to expand orders through the VisionWeb portal Briot USA Introduces the New service to other areas throughout the beginning this month. ■■ Alta XS Finishing System LAUNCHES Gerber Coburn Introduces Compact Lab Edger

SOUTH WINDSOR, Conn.— Gerber Coburn is expanding its broad line of finishing products with the launch of the CLE100, a compact lab edger (CLE). A robust, table- top edger, the CLE100 incorporates high-grade industrial components to sustain medi- um-volume production environments, according to Ger- ber Coburn. It edges all lens materials including standard 1.50-index plastic, polycar- CUMMING, Ga.—Briot USA is intro- A new shape library, customizable bonate, high-index plastic, ducing the Alta XS finishing system, the through an alphanumeric keypad, organ- Trivex and glass. latest addition to its Alta generation of izes data to be easily accessed through “The beauty of this edger is finishing equipment. Sort, Search, Favorites and other criteria. its compact design and sturdy components, “Once again Briot is proud to announce “Magic blue” illumination of the lens is making it an edger that will fit easily into your lab, taking up little the launch of state-of-the-art equipment adjusted according to lens tint and exter- space yet delivering high-quality results,” said Joseph Zilaro, senior product manager of to make edging lenses easier and more nal light (natural or artificial) making it finishing products for Gerber Coburn. He noted that the edger features heavy-duty com- affordable for all practices” said Bret easy to center and block even polarized ponents, including the reproducer and power module, transfer pins, and the bushing Davis, president of Briot USA, based here. lenses, according to Briot. Like the Alta and coupling assembly, making it an edger suitable for harsher laboratory environments. The Alta XS system features a new XL unit, the Alta XS uses Briot’s patent- Its metal cabinet provides maximum protection against rust and chemical corrosion. tracing, centering and blocking unit that ed PROS optical recognition system for The CLE100 edges, polishes, grooves, and incorporates automatic safety or pin bevel- is more compact than previous designs. identifying shape and drilling coordi- ing for all lens sizes down to 18 mm for small frames. Using a patented grooving Other new features include a compre- nates, and Briot’s Digiform software for design, the edger precisely locates grooves on very thin lenses. Three groove widths hensive touch screen interface to man- shape modification. and depths ensure optimal fit. The CLE100 works directly with laboratory host comput- age all functions of the unit. The high- Paired with the Alta NX edger, the ers via the OMA communication protocol. In addition, the edger features automatic main- resolution optical system (25 frames per Alta XS system allows for the same tenance functions including wheel cleaning, self-calibration, and a statistics and techni- second), as well as the zoom function, accuracy and ease of use as the top-of- cal log, which enable the operator to easily perform routine maintenance without make centering easier. the-line Alta XL system, Briot said. ■■ technical assistance. ■■ 50 VISION MONDAY/JANUARY 21, 2008 CLASSIFIED www.visionmonday.com

VM MARKETPLACE Advertising Information: (800) 983-7737 • Fax: (610) 854-3780 Continuing Education Help Wanted Help Wanted

SALES REPS WANTED FOR NEW PRESIDENT EVERLAST EYEWEAR AND Maxine Morgan, Inc. New York City SUNWEAR LAUNCH. College of Technology/CUNY Fashion Design Company with Optimate, Inc. is a well-known Manufacturer and Distributor based in Los Angeles, CA. Select opportunities are available for exclusive niche market, com- ASSISTANT PROFESSOR the right candidate to represent our new EVERLAST EYEWEAR, Contact: Joe De Marzio bines 21 Century distribution of VISION CARE TECHNOLOGY SUNWEAR and SPORTS SUNWEAR line, as well as the chance E-mail Resume: contact lenses and provides [email protected] Compensation: Salary commensurate with qualifications and experience. to represent our upcoming NBA EYEWEAR and SUNWEAR healthcare, fashion and optical line launching in March of 2008. Both brands speak for them- Call Toll Free with a new dimension. Must Web Site: www.citytech.cuny.edu Notice Number: FY13526 selves; Everlast enjoys 90% brand recognition worldwide and (800) 387-8877 to Learn More. have strong background with Closing Date: Open until filled (Search reopened) need I say more about The NBA. Fax Resume: contact lenses; retail back- POSITION DESCRIPTION AND DUTIES: The Vision Care Technology department has Eyewear or Sunwear experience required. We are seeking Top- (626) 821-1389 ground helpful. Compensation an opening for a full-time faculty member. This program, the only one of its kind in tier optical & sunglass distribution throughout several territories. Attn: Joe De Marzio can include warrants, equity in the CUNY system, prepares students for a career in eyeglass dispensing, ophthalmic LLC and participation in IPO. fabrication and contact lens fitting. The curriculum includes a carefully planned balance of theory and clinical practice in all aspects of the eye care profession. Our Position works in Westchester full-time faculty is made up of licensed opticians who are active in the field. A County, NY. graduate of the program may become a proprietor of an optical dispensing business Respond by Fax: or may secure a position as an ophthalmic dispenser, contact lens fitter, an 914-734-8206 ophthalmic assistant, an ophthalmic sales representative or an optical research Stylish Eyewear at Affordable Pricing or e-mail: technician. Responsible for teaching a range of vision care technology courses, [email protected] conducting academic advisement, curriculum development and research. Committee and departmental participation is required, as well as professional development activities. QUALIFICATION REQUIREMENTS: The candidate must have a Doctor of Optometry • Private Label • Metal Frames as low as $5.00 and be licensed in New York State. At least five years of experience in a responsible position is a must, as well as expertise in Anatomy and Physiology of the Eye, Optics, • Stainless Steel & Acetate frames as low as $19.99 View Contact Lenses and Clinical Refraction. Prior teaching experience at a college level • Flexible Titanium frames as low as $19.99 Online Classifieds in opticianry is preferred, as well as excellent communication and computer skills. • One year warranty on all frames Experience in curriculum development, instructional technology and innovative at pedagogy is desirable. — Independent Sales Representatives wanted for all territories — TO APPLY: Cover letter and resume. www. Call today for your free catalog. Ms. M. Harris, Director, ISR VisionMonday NYC College of Technology phone: 866-756-4262 • fax: 570-719-0436 300 Jay Street, N321, Brooklyn, NY 11201 e-mail: [email protected] .com Or electronically: [email protected] EO/AA/IRCA/ADA Merchandise Offered Help Wanted Everybody is talking about Free-Form Now Hiring! back-side progressive lenses. New Positions Available! Does everyone know how to make them? Avalon Eyewear is an established eyewear and accessories importer based in Northvale, NJ. With over 70 years of experience in the Do you think it only takes a digital Industry, we continue to bring the best in quality products to the market. We are looking for highly motivated, experienced and generator and a polisher that will do the job? goal-oriented professionals to fill new and exciting positions in our dynamic and growing organization in the following areas: We ONLYONLY do Free-Form digital back-side • Product Development & Planning progressive lenses - nothing else! • Marketing & Graphic Design • Call for more information. • Outside Sales: Looking for individuals with a retail following to exclusively • Volume discounts available. sell our frame lines. Many territories available. Ideal candidate will receive salary, commission and benefits. All lenses are stamped and engraved with ADD power. Please fax resume or call. FreeForm Optical Lab, Inc. Contact information: Attn. Sales Manager 17 Bowery • New York, NY 10002 Tel: 201-784-3377 x1239 ~ Fax: 201-767-5613 212-431-2915 • Fax: 212-431-2919 • www.freeformopticallab.com www.visionmonday.com CLASSIFIED VISION MONDAY/JANUARY 21, 2008 51

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ALL DESIGNER FRAMES Bolle and Serengeti $16 OR LESS Premium Eyewear Brands That’s right ! Contact us and find out why we’ve become are looking to add commissioned sales reps "America’s largest surplus in the following territories: designer frame distributor" N.CA, OR, WA, MT, UT, ID, KS, MO, NE, GA, NC, SC, GA, DC, PA Phone: 866. 289. 3937 Please fax resume to Bill Yerby 913-752- Fax: 310. 306. 7885 www.delreyoptical.com 3580 or e-mail to [email protected] E-mail: [email protected] 52 VISION MONDAY/JANUARY 21, 2008 CLASSIFIED www.visionmonday.com

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It’s no secret that the cost of contact lenses continues to rise. Practitoners who wish to remain competitive need a competitive edge in their contact lens purchases. It’s my pleasure to introduce you to National Lens. At National Lens, our mission is to offer our customers the highest quality products at the most competitive prices. We are committed to a higher level of service and offer a huge in-stock inventory that ensures same day shipping for most orders. We do not backorder lenses. Remember, our goal is to help you achieve greater margins through strategic buying opportunities. We gladly accept Visa and MasterCard for your convenience and look forward to hearing from you. Please accept our invitation to start saving money today. Call, fax or ORDER ONLINE. All orders received by 3 p.m. EST are shipped *NEW LOWER PRICES the same day, FREE 1st class when available. Mention this ad and get a free gift with your first order. *NEW LOWER PRICES Winter 08 Low Lower Lowest Winter 08 Low Lower Lowest Bausch & Lomb 1 to 5 6 to 10 11 & Over CooperVision 1 to 5 6 to 10 11 & Over PureVision *26.00 *25.25 *24.50 BIOMEDICS PREMIER *15.95 *13.95 *12.25 SOFLENS 38 11.95 11.75 10.95 BIOMEDICS 55% *15.95 *13.95 *12.25 SOFLENS 59 9.25 8.95 8.75 BIOMEDICS XC *15.95 *13.95 *12.25 SOFLENS MULTIFOCAL 28.95 28.75 27.95 BIOMEDICS 38% *15.95 *13.95 *12.25 CIBA VISION 1 to 5 6 to 10 11 & Over FREQUENCY 55% 12.45 12.35 12.25 COLOR BLENDS 23.95 23.75 21.95 FREQUENCY 55% ASPHERIC 12.45 12.35 12.25 FOCUS 1-2 Week 13.95 12.00 10.10 Z4 & Z6 12.95 10.95 9.50 FOCUS MONTHLY 15.95 14.25 13.25 Johnson & Johnson 1 to 5 6 to 10 11 & Over FOCUS NIGHT & DAY 41.75 39.75 37.50 ACUVUE 2 13.90 13.75 13.25 FOCUS DAILY 90 PK 33.95 32.95 30.95 ACUVUE ADVANCE 17.95 17.75 17.50 02 OPTIX 15.75 15.25 14.75 ACUVUE OASYS 22.50 21.75 21.25 Just A Small Sampling of Our HUGE Selection!

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Sales Representative Well-established importer E XPERIENCED F RAME S ALES R EPS W ANTED of optical frames seeking F ULL- TIME P OSITIONS AVAILABLE Heritage Eyewear, a leader in affordable premium eyewear since 1991 25 YEAR-OLD COMPANY WITH 80 EMPLOYEES is seeking Experienced Sales Representatives for open territories across Account Executive the country. We pay the highest commissions in the industry; PLUS Representative ESTABLISHED TERRITORIES AVAILABLE EXPENSES. If you are not earning at least 20% commission talk to Upstate New York, California, New England to service or call on major us, confidentially. retailer/labs/distributors. Joan Collins, Woolrich, Coleman, Pepsi Domestic and International. Valerie Spencer, Urban Edge, Marc Hunter, Jubilee Great opportunity Fax resume in confidence • Large Exclusive Territory NEW YORK EYE ® • Salary/Commission Phone: 800-745-6013 ext. 24 – Fax: 800-951-3937 Fax resume to A Hart Specialties Company • Benefits and Expenses P.O. Box 1006, Monticello, Indiana 47960 718-633-5231 800.221.2068 • 401(k) or e-mail [email protected] email: [email protected] [email protected] – http://heritageeyewear.com

ChromaGen Vision LLC CONTROLLER PRESIDENT To get your message for 2 sister optical companies; responsible for all Optical company with exclusive patented lenses has exclusive worldwide out there … accounting and finance. Must be experienced with distribution. US market is 2nd largest Optical chain and 12,000 ODs Call Phil at 800-983-7737 asset base lending, letters of credit and international in 46 states through a major lab. Position reports to CEO. Compensation includes warrants and possible board seat. trade. Position works in Westchester County, NY. FAX: 610-854-3780 Respond by Fax: 914-734-8206 Must have strong track record in optical industry. [email protected] or e-mail: Job is in Westchester County, NY. www.VisionMonday.com Respond by Fax: 914-734-8206 or e-mail: [email protected] www.visionmonday.com CLASSIFIED VISION MONDAY/JANUARY 21, 2008 53

VM MARKETPLACE Advertising Information: (800) 983-7737 • Fax: (610) 854-3780 Help Wanted Business Opportunity

Shamir Insight Inc. For Sale the USA sales, marketing and distribution center for Shamir’s Premium Occupational & Progressive lenses. K Well-established Retail Optical Stores Account Executives wanted for the following territories: K Investment from $100K - $1,000,000 • Los Angeles, CA • Pennsylvania K Variety of Markets • San Antonio, TX • Miami, FL • Connecticut/West Chester County/Bronx, NY K Typically Included: Inventory, Equipment, Customer Base Proven experience in the optical lens industry required SII offers an excellent compensation package with benefits including 401K! K Some willing to finance Fax resume to Joyce Hornaday 858-444-3844 Please call or E-mail: [email protected] Emerging Business Brokerage at 800-856-9664

VM WHERE TO FIND IT Advertising Information: (800) 983-7737 • Fax: (610) 854-3780 The following is a list of suppliers’ toll-free numbers for quick access to all of your optical needs. This is a paid service of Vision Monday.

ACCESSORIES CASES LENSES MISCELLANEOUS SUPPLIES

QUALITY ACCESSORIES, INC. Custom Imprinted Lens Cleaners & Cloths for Retail and Promo 800-735-3937 • 219-922-8103 FAX: 219-922-8124 Web Site: www.qualityaccessories.com Your global partner for high-quality Leading manufacture of custom lenses. We specialise in Polarized, One Stop Shopping for all your tinting, designed cases. Large stock of Hard SunSensors and clear lenses in edging, surfacing, plano lenses, frame and soft cases. Polycarbonate, Hard Resin repair parts, tools and lens cleaners. Available for custom printing. and Hi Index. Toll Free: 888-339-6264 800-291-8528 • FAX: 718-752-9858 STORMIN’ NORMAN’S POLYCORE OPTICAL DISCOUNT OPTICS Order On-Line: E-Mail: [email protected] www.dynamiclabs.net Singapore Full Service Optical Supplies, Website: www.Astucci.com Tel: 65-6747-6677 Accessories, Promotional Items & For custom made cases: Fax: 65-6744-3664 One Stop Shopping for all your tinting, 385 Fifth Ave. 15th FL. E-mail: [email protected] Private Label edging, surfacing, plano lenses, frame New York, NY 10016 www.polycore.com 800-288-4512 • 561-995-2400 repair parts, tools and lens cleaners. 212-725-3171 • FAX: 212-725-3236 FAX: 561-995-9531 USA Toll Free: 888-339-6264 Astucci Hong-Kong Fax: 852-2367-6123 Tel: 888-645-7788 Order On-Line: Tel: 1-775-850-2050 PACKAGING www.dynamiclabs.net [email protected] Fax: 1-775-850-2060 E-mail: [email protected] Leading manufacture of custom FRAMES designed cases. Large stock of Hard and soft cases. Available for custom printing. MANUFACTURERS 800-291-8528 • FAX: 718-752-9858 Leading manufacture of custom E-Mail: [email protected] designed cases. Large stock of Hard Website: www.Astucci.com Leading manufacture of custom and soft cases. For custom made cases: designed cases. Large stock of Hard Available for custom printing. 385 Fifth Ave. 15th FL. and soft cases. 800-291-8528 • FAX: 718-752-9858 New York, NY 10016 Available for custom printing. E-Mail: [email protected] 212-725-3171 • FAX: 212-725-3236 800-291-8528 • FAX: 718-752-9858 Website: www.Astucci.com Astucci Hong-Kong E-Mail: [email protected] STORMIN’ NORMAN’S For custom made cases: Fax: 852-2367-6123 Website: www.Astucci.com DISCOUNT OPTICS 385 Fifth Ave. 15th FL. [email protected] For custom made cases: Full Service Optical Supplies, SUN DESIGNE LTD. New York, NY 10016 385 Fifth Ave. 15th FL. Accessories, Promotional Items & is your OEM/Private label source for 212-725-3171 • FAX: 212-725-3236 reading glasses, sunglasses, frames, and New York, NY 10016 Private Label Astucci Hong-Kong 212-725-3171 • FAX: 212-725-3236 accessories. Buy direct from the 800-288-4512 • 561-995-2400 Fax: 852-2367-6123 Astucci Hong-Kong factory! Call Jack Taber [email protected] Fax: 852-2367-6123 FAX: 561-995-9531 (800) 322-6748 • FAX: (203) 758-2156 [email protected] www.sundesigne.com View INSTRUMENTS SUPPLIES MISCELLANEOUS Online Classifieds at STORMIN’ NORMAN’S DISCOUNT OPTICS STORMIN’ NORMAN’S Full Service Optical Supplies, STORMIN’ NORMAN’S One Stop Shopping for all your tinting, DISCOUNT OPTICS www. Accessories, Promotional Items & DISCOUNT OPTICS edging, surfacing, plano lenses, frame Full Service Optical Supplies, Private Label Full Service Optical Supplies, repair parts, tools and lens cleaners. Accessories, Promotional Items & VisionMonday 800-288-4512 • 561-995-2400 Accessories, Promotional Items & Toll Free: 888-339-6264 Private Label FAX: 561-995-9531 Private Label Order On-Line: 800-288-4512 • 561-995-2400 .com 800-288-4512 • 561-995-2400 www.dynamiclabs.net FAX: 561-995-9531 FAX: 561-995-9531 54 VISION MONDAY/JANUARY 21, 2008 BUSINESS ESSENTIALS www.visionmonday.com

Exercise Caution When Garnishing Employees’ Wages

In light of the recent deduct more than 25 percent of an bonuses and other compensation. Once you and your staff have familiar- rise in mortgage lend- employee’s disposable earnings due to Business owners and managers need ized yourselves with state laws, the next ing meltdown and garnishment. Federal law also singles out to keep in mind an additional provision step is to set up standard payroll proce- home ownership fore- “favored creditors.” As an exception to the of federal law that prohibits an employ- dures to guarantee that those laws, as closures, this is a good general rule, federal law permits employer from discharging an employee well as federal laws, are being followed. time for business ers to deduct 50 percent to 60 percent of because of garnishment stemming from An important thing to remember is owners and managers disposable earnings for child support. Out- one debt. If you have an employee with that when you have received a valid to review the federal standing taxes and student loans receive multiple garnishments for multiple court order, you must make the garnish- Hedley Lawson, Jr. and state laws impli- favored treatment in terms of priority. debts, you can take action against him or ment. An employer is subject to penal- cated when you receive an order to gar- These situations are only the federal her under federal law, but you must con- ties for failure to comply with an order. nish an employee’s wages. requirements. The federal law explicitly sult state law as well. States may be An increase in garnishments due to allows states to be more restrictive. A more restrictive in this area. In any cir- Hedley Lawson, Jr. is the managing part- the national credit problems may have state law could provide, for example, that cumstances, a decision to terminate an ner of Aligned Growth Partners, LLC, a not yet occurred, however, such an a garnishment may not amount to more employee because of garnishments must strategic, operational and organizational increase is likely on the horizon. Gar- than 15 percent of disposable income. be made very carefully because it also consulting and executive search firm nishment happens when employee Further, in those states that permit may raise discrimination issues. (www.alignedgrowth.com). wages are affected pursuant to a court garnishment, the laws vary widely. order in a judgment in a case involving a Therefore, if a company operates in Don’t miss out on Vision Monday’s e-edition of Business debt, such as unpaid child support. Gar- many states, you as a business owner or Essentials providing monthly updates on day-to-day nishment must occur pursuant to a court manager should become familiar with management issues for optical ECPs and retailers. order. Once an order is issued, the garnishment requirements in all the To subscribe to Business Essentials, go to www.vision- debtor’s employer should receive a states in which employees are located. monday.com, click on the Business Essentials button notice of garnishment. For example, different states may and go to the Subscribe to Business Essentials option in have different definitions of the the newsletter. Current and past issues of Business Consult Federal and State Laws “income” out of which the garnishment Essentials are available by visiting the VM Web site at Under federal consumer laws (15 USC can be made. Income could include www.visionmonday.com. §1671), an employer generally cannot more than straight salary, encompassing

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The 2ND Annual Vision Monday Global Leadership Summit

Harnessing the Power of Today's Consumer "Communities" Learn the answer to how consumer choices and the profile of brands in eyewear, eye care and health care are being shaped. Sessions will explore technology’s impact, the luxury world, the health care climate and international retail from speakers including:

HEALTHCARE LUXURY TECHNOLOGY INT’L RETAIL

J. Robinson Lynch Andrea Guerra Erin Byrne Dr. Tomás Pfortner President and CEO CEO Chief Digital Strategist CEO Vision Service Plan (VSP) Luxottica Group Burson-Marsteller Laboratorio Pförtner Rancho Cordova, CA Milan, Italy New York Cornealent SACIF Buenos Aires, Argentina Additional speakers to be announced.

When: Wednesday, April 9, 2008 Where: Bridgewaters (South Street Seaport) 11 Fulton Street New York, NY 10038 Time: Registration begins at 8 AM Program is 8:30 AM to 4 PM Who Should Attend: Senior-Level Executives of U.S. and International Optical Retailers, ECPs, and Suppliers

Cost: $19500 (offer good until March 1, 2008) $24500 (after March 1, 2008)

Includes: Conference Admission, Continental Breakfast, Two Coffee Breaks, Lunch. Register online at visionmonday.com or call 212-274-7189

Sponsored by 56 VISION MONDAY/JANUARY 21, 2008 OPINION www.visionmonday.com

EDITORIAL Monday

Senior VP, Editorial Director Marge Axelrad Sunwear With Substance Executive Editor Mary Kane E-News Managing Editor Amy Grech Senior Editor Cathy Ciccolella Working as the initiative that both Bard Group Editor, Lenses & Technology Andrew Karp “It is really gratifying to see this Associate Editor Deirdre Carroll frame and sunwear Optical in Peoria, Ill., and growing movement, both in the Layout Editor Natalya Gerzhgorina editor at an eye- Standard Optical in Salt Art Director Iris Johnson Contributing Editors wear publication, Lake City, are implement- sun specialty and ECP retail mar- Jackie Micucci, Gloria Nicola, James J. Spina, the assumption is ing for 2008, the push to Melissa Arkin, Christie Walker kets, toward improved customer Circulation Manager Renee Oechsner that I have a han- provide effective sun pro- Production Manager David Herman service when it comes to the VP Advertising Sales Dennis Murphy dle on everything tection for everyone is Regional Sales Managers going on in the really taking off. Amanda Churchill, James DeMatteis, knowledge and sale of sunwear.” Vincent Priore Deirdre Carroll industry. But lately Many optical retailers International Sales Offices —Deirdre Carroll Young-Seoh Chinn, Korea, [email protected]; Associate Editor there have been so have also been making Sho Harihara, Japan, [email protected]; Mary Ng, Asia, [email protected]; many amazing changes in the sunwear big strides toward training their retail best possible product for their individ- Jochen Reinke, Germany, Austria, Denmark, Switzerland, Benelux, Scandinavia, Liechtenstein, [email protected]; category, and such a multitude of excit- associates to become more knowledge- ual needs.” Asa Talbar, Israel, [email protected]; ing new sun collections launching in able and informed about the product, A more educated staff means a more Cecilia Zanasi, Italy, France, Spain, United Kingdom, [email protected]. 2008, that it makes even my head spin. so instead of just selling eyewear, educated customer and like Larry Pear- Director of Education and Training Mark Mattision-Shupnick It is easy to see how a regular consumer they’re selling the best eyewear for son, from Midwest Vision Centers in St. Director of Marketing, Education and Training can be totally overwhelmed. their customer. National chain Sunglass Cloud, Minn., said, “The future will Nancy Ness Creative Director Monica Tettamanzi That’s why it is really gratifying to see Hut is working to make improvements bring a more informed consumer…We Creative Services Designers Barbara Winters, this growing movement, both in the sun to their locations with moveable fix- will need to do a superior job of demon- Debbie Silva Marketing Manager Christine Yeh specialty and ECP retail markets, tures and mirror bands that invite visi- strating our sunglass products by show- Marketing Coordinator Jeff Haber toward improved customer service tors to trying on more sunwear styles ing the fashion and the function that the Jobson Optical Research Int’l Managing Director Gerry Fultz when it comes to the knowledge and and the company is also training their consumer demands.” sale of sunwear. associates to talk to the customers It is an approach that is both simple From “open try-on” layouts, which before suggesting styles, in an effort to and genius all at the same time. VP/Optical Retail Group Publisher William D. Scott allow customers to try on as many pairs cater their sales approach to each cus- Sunwear has long been considered VP/Marketing/Publisher 20/20 of sunglasses as they like, a practice Sol- tomer’s specific needs. the sexier sister to her ophthalmic coun- Jim Vitkus Senior VP/President Professional Publications Group stice calls an “open sell retail concept” This is something Cindy Henderson terpart but with increased awareness of Richard Bay VP/Publisher/FRAMESdata to offering plano sunwear as a consis- and Genia Durham of Eyear Optical in the possibilities in the sunwear market, Tom Lamond VP/Operations/FRAMESdata tent part of a contact lens program, an Chattanooga, Tenn., are very familiar which could mean more revenue for the Judith Michael with, “We are always looking for new industry as a whole; it is becoming crys- What’s Your Opinion? information and training for our staff so tal clear that there is real substance they can educate our customers on the behind its shiny veneer. ■■ Chief Executive Officer Marc Ferrara Vision Monday wants to hear our read- VP/Human Resources Lorraine Orlando ers' opinions on issues that affect Corporate Production Director Vision Monday’s New and Enhanced Web Site John Anthony Caggiano today's eyewear/eyecare business. We VP/Circulation Director Emelda Barea welcome comments about our coverage NEW YORK—There’s something Senior VP/Operations of the optical industry as well. different about VisionMonday.com Jeff Levitz To order reprints of any articles or ads Just send VM an email message to so check out our redesigned that appeared in this issue contact [email protected]. If you prefer to Web site now featuring a fresh PARS International 212-221-9595 or [email protected] use traditional mail, send letters to Editor, new look and enhanced fea- Vision Monday, 100 Avenue of the Ameri- tures. We’ve organized the con- MAIN EDITORIAL & SALES OFFICES: cas, New York, NY 10013. 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CooperVision's Parent, The DATA POINT Cooper Companies, Posts Loss Likelihood of Returning to PLEASANTON, Calif.—More operating income of $22.8 million revenues “were strong in all Same Place for Eye Exams than $20 million in charges relat- in the same period last year. geographic markets, and we 63% ed to its acquisition of Optical CooperVision’s U.S. rev- outpaced market growth. In ■ Asked of all respondents who had Sciences and other expenses led enues from soft contact lenses 2007, CVI gained market share an eye exam less than 6 months ago CooperVision parent The Coop- grew 16 period over the compa- in spite of its manufacturing 21% er Companies (NYSE: COO) to rable period in 2006 and 5 per- capacity limitations with sili- 10% 4% net losses for both its fourth cent over the third quarter of cone hydrogel and single-use 2% quarter ended Oct. 31 and the 2007, while the total U.S. CL products and now manufactur- Extremely likely Very likely Might or might Probably not Definitely not full 2007 fiscal year. market grew 4 percent in Q3 ing capacity for these products not In Q4, Cooper had a net loss and declined 2 percent from is ramping up nicely.” of $24.2 million, compared to the second calendar quarter, a Added Weiss, “With this Over half of consumers surveyed said they are extremely or very like- net income of $13.6 million in Cooper announcement said. increased capacity, we expect to ly to return to the same place (ECP or chain) for their next eye exam. last year’s fourth quarter. Total In Q4, worldwide sales of compete effectively in the In the 12 months ending Sept 2007, 63% of those surveyed said revenues climbed 17 percent CooperVision’s core product monthly silicone hydrogel mar- they are ‘extremely likely’ to return to the same place (ECP or chain) (up 14 percent at constant cur- lines, which account for 72 per- ket in the U.S. and look for- for an eye exam, and 21% said they are ‘very likely’ to return to the rency rates) to $253.8 million in cent of its soft lens business, ward to entering the two-week same place or same chain for an eye exam. Some were unsure as the period. were $151.4 million, up 16 per- silicone sphere market in the to whether or not they would return to the same place, 10% said For the full fiscal year, Coop- cent, the company said. April/May period of 2008, earli- they ‘might or might not’ return to the same place for an eye exam. er’s net loss was $11.2 million, CooperVision’s fiscal 2007 er than previously anticipated, Only 2% said ‘definitely not’ and 4% said ‘probably not’ when asked vs. net income of $66.2 million revenues reached $795.9 mil- and the silicone toric market at about the likelihood of returning to the same place (ECP or chain) in FY 2006. Total revenues for lion, up 8 percent (up 5 percent the end of the calendar year.” for an eye exam in the 12 months ending Sept 2007. the year reached $950.6 mil- at constant currency rates). Looking ahead, The Cooper Source: VisionWatch – a study conducted by Jobson/VCA Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year lion, up 11 percent (up 8 per- Cooper’s contact-lens division Companies is now forecasting Data is for the 12ME (months ending) September 2007. cent at constant currency rates). posted operating income of revenues of from $875 million In the fourth quarter, Cooper- $57.2 million for the full year, to $920 million for FY 2008, an Vision’s revenues were $212.1 down from $126.6 million in increase of 10 percent to 16 BY THE NUMBERS The latest figures million, a 16 percent increase (up operating income in FY 2006. percent. Previous forecasts 11 percent at constant currency Robert Weiss, The Cooper called for revenues of from rates). CooperVision had an oper- Companies’ chief executive $855 million to $920 million for 6% ■■ 38% ating loss of $6.1 million in Q4, vs. officer, said CooperVision’s Q4 next year. The percent of those who have had refractive Department stores, such as surgery and said that they have recommended JC Penney and Sears, made Alcon Plans New Stock Repurchase the procedure to 5 to 10 other people. up 6% of sunglass unit sales. HUENENBERG, Switzer- The repurchase program pro- purchases with excess cash and land—Alcon’s (NYSE: ACL) vides for a pro-rata purchase of investments on hand and with 16% 61% board of directors approved a shares from the company’s funds generated from operations. Of those who are not currently Of those currently using any form of new share repurchase program majority shareholder, Nestle, at The new program is in addi- wearing CLs, the percent who said they vision correction, 61% said ‘near- allowing for the purchase of up to the rate of three shares from tion to the company’s existing stopped wearing CLs because they sightedness/myopia/limited distance $1.1 billion in shares of its out- Nestle for every share acquired repurchase program, under ‘Didn’t make my vision good enough.’ is why they use vision correction. standing common stock over a by the company in the market which, as of Dec. 5, Alcon has Source: VisionWatch – a study conducted by Jobson/VCA Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year (ages 18+) 12-month period, expected to under the new program. The remaining authorization to repur- Data is for the 12ME (months ending) September 2007. Refractive Surgery data is for the 6ME begin in next year’s first quarter. company plans to finance the chase up to 2.8 million shares. ■■ September 2007. Contact Lens data is for the 3ME September 2007.

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